High Level Telephone Skills

ICTD International Centre for Training and Development

What are the topics?

ICTD International Centre for Training and Development

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The rapidly changing world of management obliges people to adapt to emerging trends of this industry. Modern general management responsibilities inclu...

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

  • Influencing skills

  • 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

  • Objection handling

  • 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

Personal development

  • Create a tool kit of techniques

  • Establish areas of the process for development

  • Create an action plan for back to work

Videos and materials

High Level Telephone Skills at ICTD International Centre for Training and Development

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about General Management Programs

General Management Program courses offer an excellent opportunity to develop the knowledge and skills necessary to effectively turn all the best practices in marketing, HR, and innovation into actionable and beneficial strategies. After the successfu...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.