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Telephone Sales Training

1 day - private courses from £825 + vat

This Telephone Sales training course has been designed to help telesales people to gain the skills and knowledge needed for effective telephone selling.

Telephone Sales Training Course Objectives

Whether you are a new recruit or an experienced salesperson, the aim is to improve your performance to increase sales.

At the end of the Telephone Sales training course, delegates will know the principles of selling over the telephone, the structure of the call cycle and relate customer needs to their products and services through the process of effective questioning, listening and identifying buying needs and criteria.

Telephone Sales Training Course Content

The Definition of Selling
Glossary of Sales Terminology
Skill knowledge and attitude
Converting enquiries into sales

Incoming calls

Buying Signals

Finding the MAN

Who are we trying to sell to?

The Sales Cycle

The A I D A Sales Structure

Attention
Interest
Desire
Action

Features, Advantages and Benefits (F.A.B.)

What is a Feature?
What is a Product Advantage?

Express the feature, explain the advantage and deliver the sales benefit.

Questioning Skills - When and how to use:

Hypothetical
Leading
Reflective
Specific or Probing
Closed
Open

Situation Questions

Problem Questions
Explicit Needs
Implied Needs

Listening Skills – Are You a Good Listener?

Closing Techniques
The Alternative Close
The Assumptive Close
The Summary Close

Reasons for Low Feedback

Objection Handling

Listen
Specify
Question
Answer
Confirm
Close

Hidden Objections

Confidence
Defensiveness

Four More Techniques for Handling Objections

Feel, Felt, Found
Agreement
You’re right, however...

Managing Sales Time

Telephone Sales Training Course Recommended Reading

Secrets of Telephone Selling - Robert W. Bly – buy from amazon
Cold Calling Techniques - Stephan Schiffman – buy from amazon

Download course outline as pdf.