This programme has been specifically designed to provide effective techniques for successful telephone selling. It incorporates a combination of all the vital stages of the process: getting to the decision-maker, opening a cold call, making effective presentations, handling objections, gaining commitment, and planning successful tele-sales campaigns. Delegates will participate throughout the two days in role-play situations and active group feedback and will build their own "telepresenter" to implement in their place of work.
DELEGATES WILL LEARN
How to communicate effectively on the telephone.
How to ensure that the communication is working.
How to maximise sales opportunities in a cost-effective way.
How to introduce yourself and maintain attention
"Probing" - questioning techniques to establish and agree on the real needs of the customers.
Offer Analysis - effectively matching the product / service directly to those real needs.
How to use sales aids over the telephone.
How to receive incoming calls, and how to convert a complaint into a positive sales lead.
How to handle objections and counter price arguments, and how to keep the initiative and maintain control.