Who should attend
Telesales representatives who sell to new and existing customers, and sales people who make appointments by telephone. First level sales skills are assumed and will not be covered in great detail on this course.
About the course
This inspirational workshop is packed full of fresh concepts and strategies that are guaranteed to maximise your sales success when selling over the telephone. This workshop covers advanced telephone sales skills that will help you to attract new business and open new doors.
The main focus of the course is opening new doors and adopting an approach that differentiates you from your competitors. This approach will help you to secure fresh business and increase your customer base.
This workshop is very interactive, upbeat and engaging. Learning objectives are achieved through self-assessment, action planning, coaching, reflection, discussion and practice. Every skill and concept explored will be brought to life so you can clearly see how you will apply your learning to your sales role.
## Course Objectives
By the end of this course you will be able to:
Develop tips on how to overcome challenging gate keepers.
Introductions that motivate the customer to listen.
Recognise how to make a positive connection with every customer every time.
Guiding the customer to realise their purchase/service needs.
How to turn objections into buying signals.
Making your product/service stand out from competitors.
Work with a sales process that focuses on motivating the customer to buy from you by choice.
Knowing when to close and gain the commitment.
Identify clearly areas for your future development.
## Course Outline
Powerful communication – how to be heard
High level questioning skills
Advanced and creative listening skills that get real answers; identifying the need
Presenting a win/win solution
Managing our mindset: the self fulfilling prophecy
Language and voice skills to build rapport
Building the Relationship - Getting it Right Every Time
Understanding and respecting the customer’s emotional needs
Understand the customers business
Managing challenging customer behaviour
The Sales Process - Acelerating the Buying Process
The sales process meets the buying process
The powerful call opening
Structure and positioning
Identify needs and opportunities
Importance of summarizing
When and how to close
Staying ahead of competition
Why should the customer buy from you?
What do your competitors offer?
How to create benefit statements that create desire to buy
Create a tool kit of techniques
Establish areas of the process for development
Create an action plan for back to work
Videos and materials
Read more about General Management Programs
We are happy to help you find a suitable online alternative.