Sell by Telephone
Audience Objectives Content Arrangements Fees Feedback Pre Course Assessment Small Groups

Increase sales productivity by making better use of the telephone. Transform conversion rates, job satisfaction, and results.

Online free Pre Course Assessment (Requires user login - free registration here)
To request the paper assessment form email customerservice@salessense.co.uk.

Self Study with Coaching Option

Today many customers are won and lost without face to face meetings. Success rests on good qualification, ability to get through to decision makers, gaining their attention, establishing credibility, and communicating convincingly. This course provides a step by step programme for increasing telephone sales success. Whether your task is to sell an appointment or conduct the entire sale via the telephone, this course will refresh best practice, introduce new ideas, and provide an opportunity to practise.

Course Learning Objectives

• How top sales people outperform their peers
• How to get gatekeepers on side
• How to qualify ruthlessly
• How to break pre occupation
• How to overcome fob off objections
• How to maintain motivation
• How to close on the next step

Participants learn how to mange their motivation, measure their results, and continually develop their ability to engage the right people. Each step involves developing new more effective frameworks and phrases. Participants leave the course ready to implement the plan they have created.

Who Should Attend
All sales people who need to increase their sales effectiveness on the telephone.

Have us call you

How to benefit from the course

• Establish absolute confidence
• Develop irresistible charm
• Engaging the gatekeeper
• Breaking preoccupation
• Dealing with 'Fob Off' objections
• When they engage
• Closing for the next step
• Maintaining confidence

Establish Absolute Confidence

• Overcome cold call Reluctance
• Linking Confidence and Preparation
• Seven Steps to Success
• Using audio recordings to practice

Engage the Gatekeeper

• Different types of Gatekeeper
• Meeting their Needs
• Compelling Message

Break Preoccupation

• Who you are
• Developing a Powerful Opener
• How you Sound

• Anticipate Objections
• Test Sincerity
• Effective Turnarounds

When they Engage

• Second Level Preparation
• Third Level Preparation

Closing for the next step

• Timing
• Preparation
• Practise

Maintaining Confidence

• Mind Management
• Knowing what to do
• Measuring Results

Ten days before the course, participants gain access to the course resource directory, via a private area of our web site. This provides for pre course preparation and helps us to spend more time in practical exercises during the course.

Length - One day

Class size - Up to twelve

Learning - Lecture, discussion, framework development, simulation exercises, applying methods to current requirements and projects.

Sell by Telephone is fun, challenging, and effective in helping sales people get better results using the telephone. We guarantee an enjoyable day that leaves participants with renewed confidence in their skills and ability.

Self Study Option

Outcomes

After completing this course participants will:

Know how to develop their confidence
Understand how to develop more charm
Understand how to get help from gatekeepers
Know how to get a decision makers attention
Have a new or improved script
Know how to develop scripts
Be able to turn around fob off objections
Be prepared for secondary questions
Understand how to help people decide
Understand how to maintain confidence

Have us call you
Dates and Reservations