The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.

CERTIFICATION

This course is CPD Certified with each day equivalent to 6.5 hours of CPD

Telesales for Growth

Duration: 1 day

Telesales Practice that Means Your Reach Every Prospect to Inform, Influence, Entertain and Close for Great Selling Results

WHO SHOULD ATTEND?

New and existing external and internal sales staff at all levels, entrepreneurs and small business owners that want to learn (or relearn) and improve their telesales competency so that they can get the very best return from their selling effort in pursuit of their targets and the organization’s goals.

COURSE DESCRIPTION

Sales are the activities involved in selling products or services in return for money or other compensation. It is an act of completion of a commercial activity (a trade). The role of the *salesman is to generate profitable sales revenue through effective sales and marketing activity. Effective negotiation is a key element in any business result and knowing how to negotiate effectively whilst selling will help you to get a better result every time. Sales negotiation skills are required to build competitive edge whilst maintaining presence that allows you to build positive relationships and maximum value. Mastery of the sales negotiation process is a vital for effective selling and individual and team contribution that drives business growth.

Telesales for Growth is a proven and very practical approach to sales negotiation that covers the basic elements of the sales negotiation process. The program takes a holistic view of sales negotiations at a normal level and introduces the delegate to the fundamental knowledge, skills and attitude required to behave effectively and confidently manage any sales negotiation to a great result.

The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical.

*Salesman means Saleswoman too; The Whole Thing celebrates equality in every dimension.

COURSE OBJECTIVES

By the end of this course delegates will be able to:

• Prepare the tele-selling workspace
• Use the tele-selling aids effectively, and write an effective telesales script for a sales proposal.
• Communicate effectively with customers during telesales calls, manage telesales calls, and maximize the effectiveness of the telesales calls.
• Develop a list of prospective telesales customers, build and maintain relationships with prospects, implement the soft sell approach, and maintain a positive attitude.
• Close the sale by resolving customers’ objections and maximize the telesales performance by using cross-selling techniques and gaining customer feedback.
• Produce drive to self-develop in negotiation
• Produce positive impact on the overall performance of each delegate and the organization

COURSE CONTENT

Preparing for telesales

• Preparing the workspace
• Organising the tele-selling workspace
• Identifying tele-selling aids
• Preparing to write telesales scripts
• Activity – In pairs, writing telesales scripts

Essentials of telesales

• Communication essentials
• Using voice effectively for tele-selling
• Activity – discussion around volume, tone, pitch & speed
• Improving listening skills
• Activity – LISTEN to a familiar story
• Understanding communication styles
• Using questions for telesales
• Activity – What questions would you use?
• Handling telesales calls
• Managing calls
• Activity – discussion on maximising telesales calls

Prospecting

• Generating telesales prospects
• Identifying methods to find telesales prospects
• Activity – group discussion on sources for prospects
• Using voice mail in telesales
• Working with screeners
• Interacting with prospects
• Building a relationship with a prospect
• Maintaining relationships with prospects
• Activity – exercise & discussion on building & maintaining relationships
• Cold call strategies
• Using the soft sell
• Maintaining a positive attitude

Closing a sale

• Closing sales over the telephone
• Preparing for the close
• Using the closing process
• Activity – how does it work for you? Pairs exercise
• Addressing telesales challenges
• Resolving telesales objections
• Addressing telesales rejections
• Activity – objection handling in groups
• Maximising telesales performance
• Understanding cross-selling techniques
• Activity – what can you cross-sell or up-sell?
• Gaining feedback from customers

Key Learning Review

• Group discussion and professional feedback to consolidate key learning. Delegates will leave the day with a list of development activities to improve their telesales competency back at work.

IN ADVANCE

Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending.

ON-TRACK FOR GROWTH

The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.

REGISTER FOR THIS COURSE

To register for this course please review the grey box above. If no public course is listed or the location and dates shown don’t suit you then please request a proposal for this course either as a public training course or if you have 6 delegates or more as an in-company training course by clicking on Request a Proposal.