Telephone Skills Workshop
The purpose of this workshop is to give delegates more confidence when selling by telephone, whether dealing with inbound calls, outbound calls, or a combination of both. The workshop uses a wide range of tried and tested telephone sales techniques that can be easily applied in practice.
Topics to be covered in our workshop
- Personal objectives
- The buying and selling processes.
- What makes a successful telephone salesperson?
- Effective telephone skills
- Dealing with different types of buyer
- Structuring the inbound and outbound telephone sales call
- Questioning skills
- Effective listening skills
- Presenting the solution
- Dealing with objections
- Closing the call
- Action plans
The buying and selling processes
In order to be successful in sales, we need to understand the Sales Process, i.e. what is happening during the sales call, and be able to control what is happening if we are to become more proficient salespeople. We also need to be aware that there is a Buying Process taking place at the same time
During the sales process, certain things have to happen before the sale can take place. In order to be more effective in sales, we need to understand both the Sales and the Buying Processes. This gives us more control and helps to increase our self-confidence
The Sales Process
The Sales Process is effectively a problem solving process that takes part in four stages:
The first stage of the process is where we contact the potential customer, or they ring us. They come to us with a requirement or we contact them with an offer. During this stage of the process we ask questions. These questions help us to identify problems, or needs. At this stage of the process we need to listen effectively and ask further questions
During stage 2, having identified problems, or needs, we need to ask further questions to clarify those needs, or problems. By the end of stage 2 we should be in a position to recommend a solution; be it a product, or service that will be right for the customer
At stage 3 we sell our solution. We talk about features, advantages and benefits. We explain to the customer why our solution matches their needs. By now the customer should be ready to make a decision
The final stage is to close, or gain commitment to purchase. At this point the customer will either agree to purchase, raise objections, or decline our offer.
This process can take place over a period of time and there may be more than one conversation between buyer and seller. What this tells us is that, before the buyer is ready to buy, he or she must see the purchase as a means of solving their problem, or satisfying their needs. Therefore, before presenting our solution we, as salespeople, have to understand the buyer's problems by asking questions and listening effectively.
Remember: From our many years of experience in business and training we have developed the Telephone Sales Workshop, and now we are sharing our methods with you so that it will save you time and energy and get you to grow your business at a Phenomenal Pace.
Our approaches are genuine proven methods that we use daily to generate revenue for our own business.
P.S. Remember, there is absolutely ZERO RISK to you when you try out our products as if you do not find it works for you ……..you pay us nothing!
P.P.S. Buy now and we will throw in some extra goodies with your purchase today!