Telephone Sales Techniques
Course Reference Code: MT-8
Duration: 1-day
Category:
Management Training and Employee Development
Transferable Skills and Core Competencies
Venue:
On-site and In-Company
Location:
United Kingdom
Europe
Scandinavia
On-Site Costs:
- Up to 12 delegates may attend this course
- Conducted at a client's chosen location
- Comprehensive printed handouts for each delegate
- See our pricing structure for the total cost of this package
Brief Description
This training session is designed for technical support staff who will be involved
in making a significant contribution to the successful outcome of the sales process.
It concentrates on developing a sensitivity to prospective and existing customers'
feelings and t he interpretation of their requirements in one-to-one and group situations.
Video role plays and realistic practical exercises are included in the course to
reinforce the application of the training material covered during the formal presentation
sessions and discussion periods.
Course Overview
- Objectives
- Introduction and Setting the Scene
- Review and understand the sales cycle
- Identify how you fit into the sales cycle
- Appreciate the importance of ‘empathy’ and ‘feelings’
- Understand the differences between ‘features’ and ‘benefits’
- How to develop effective telephone communication techniques
- Questioning techniques
- Active listening skills
- Creating sales opportunities
- Selling benefits
- Gaining commitment
- Closing the sale
- How to design and organise a telephone script
- How to organise and track your customer contacts
- How to deal with difficult situations
- Identify pitfalls and how to avoid them
- How to develop your personal action plan
All delegates will be expected to participate in the discussion
and practical sessions.