Telephone Selling

This is a 1 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. Please contact us online or call us on 0115 984 9940 for more 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. If you have a need for this course, please call us on 0115 984 9940 or contact us online as we may be able to schedule it for you, or run it in-house.


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