Telephone Selling

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. contact us (0115 9849940) for details.

Who will benefit: Existing and new telephone sales staff who are actively pursuing sales or dealing with incoming orders over the telephone.

Objectives: By the end of the course participants will be able to:

• Identify why people buy
• Prepare for the call
• Use techniques to gain access to the decision maker
• Apply a proven sales call structure
• Communicate effectively using questioning and listening skills
• Handle and overcome common objections
• Spot verbal buying signals and act upon them

Module One - Attitudes and awareness

• The skills required for a successful telephone salesperson
• The positive factor
• Customer attitudes – why people buy
• Needs versus wants

Module Two - Pro-active telephone techniques

• Accommodating the absence of body language
• Professional telephone skills – the golden rules
• Positive phraseology and techniques
• The power of words

Module Three - Selling skills over the telephone

• Preparing for the call
• Unique selling points
• Research
• Opening the call
• Questioning and listening skills
• Features and benefits
• Spotting verbal buying signals
• Maximising regular orders
• Handling objections
• Closing the sale
• Selling over the telephone role play to practice skills on specialist telephone training equipment

Scheduled Courses:

This course is not currently scheduled. contact us for further details

General Information:

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Download Material:

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For further details contact our sales team:
Telephone: 0115 984 9940
Fax: 0115 921 5352
sales@sterlingconsultancy.co.uk
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