Telesales
The telesales training suite contains three workshops; these are
- Telephone Appointment Skills
- Outbound Telephone Skills
- Turning inbound Telephone calls into Sales
Telephone Appointment Skills
Is this you?
- Not getting through voice mail or gate keepers?
- Not sure of the right kind of questions to ask?
- Do you tend to accept "think it over's", "get back to me's", and/or "we'll let you know's"?
- Do you need to be more organised and manage your selling time more effectively?
- What about negative or resistant prospects?
- Would you like to rid yourself of the fear of cold-calling?
- Would you like to know when and how to close an appointment?
- Do you know when you are being lied to, stalled or put off or what to do about it?
- You won't be wasting any time making too many repeat and follow up calls, would you?
Workshop profile:
This one day workshop is designed for people in the organisation who make outgoing telephone calls in order to create sales appointments.
It will provide delegates with a range of ideas for creating sales opportunities from such calls. It is designed to help answer the above most common sales problems.
If you need to improve your telephone conversation ratios, speak to more appropriate people, get past the gatekeeper or voice mail, have better questions and value propositions to hand in order to convert more leads into appointments, then this workshop will make a significant difference from the very next day.
Workshop objectives:
- To be able to maximise each sales situation with regard to outbound appointment making calls
- To know the steps and process for managing sales calls and turning them into appointment making opportunities
- To be well organised when making outbound calls to create more appointment making opportunities
- To know the skills and process for making outgoing calls to stimulate appointment opportunities
- To know how to get past gate keepers and voice mail
- To be able to open more relationships and close more appointments.
- What is effective appointment making?
- The effective sales structure for making appointments
- Three golden rules for making appointments
- Developing a personalised approach
- How to create an appointment opportunity
- Preparing and planning sales calls
- Voice mail and gate keeper secrets
- Opening the call
- Using Value Propositions
- Questioning to investigate and probe
- Question technique
- Types of questions
- The best areas to probe
- Listening skills
- Recognising buying signals
- Selling benefits even with appointments
- Matching needs
- Speaking into WIIfm
- Handling objections to making the appointment
- Why do objections occur
- Pre-empting objections
- Raising Desire
- Use of voice
- Positive, negative and motivating language
- Closing the sale
- Seven types of closing techniques
- Getting commitment
- Developing success & ‘road maps' to ensure success
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Outbound Telephone Skills
Is this you?
- Not getting through voice mail or gate keepers?
- Not sure of the right kind of questions to ask?
- Do you tend to accept "think it over's", "get back to me's", and/or "we'll let you know's"?
- Do you need to be more organised and manage your selling time more effectively?
- I bet your prospects never say they have a better quote from a competitor?
- What about negative or resistant prospects?
- Would you like to rid yourself of the fear of cold-calling?
- Would you like to know when and how to close a sale?
- Do you know when you are being lied to, stalled or put off or what to do about it?
- How comfortable are you getting prospects to talk about money, budget and their buying process?
- You won't be wasting any time making too many repeat and follow up calls, would you?
- I wonder if you can always get prospects to reveal their reasons as to why they would not buy?
Workshop profile:
This one day workshop is designed for people in the organisation who make outgoing telephone sales calls and gives them a range of ideas for creating sales opportunities from such calls. It is designed to help answer the above most common sales problems.
If you need to improve your telephone conversation ratios, speak to more appropriate people, get past the gatekeeper or voice mail, have better questions and value propositions to hand in order to convert more leads into sales, then this workshop will make a significant difference from the very next day.
Workshop objectives:
- To be able to maximise each sales situation with regard to outbound sales calls
- To know the steps and process for managing sales calls and turning them into selling opportunities
- To be well organised when making outbound calls to create selling opportunities
- To know the skills and process for making outgoing calls to stimulate sales opportunities
- To know how to get past gate keepers and voice mail
- To be able to open more relationships and close more sales.
- What is effective selling?
- The effective sales structure
- How to create a sales opportunity
- Preparing and planning sales calls
- Voice mail and gate keeper secrets
- Opening the call
- Using Value Propositions
- Questioning to investigate and probe
- Question technique
- Types of questions
- The best areas to probe
- Listening skills
- Recognising buying signals
- Selling benefits
- What is F.A.B?
- Matching needs
- Speaking into WIIfm
- Handling objections
- Why do objections occur
- Pre-empting objections
- Raising Desire
- Use of voice
- Positive, negative and motivating language
- Closing the sale
- Seven types of closing techniques
- Getting commitment
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Turning inbound Telephone calls into Sales
Is this you?
- Not sure of the right kind of questions to ask?
- Do you tend to accept "think it over's", "get back to me's", and/or "we'll let you know's"
- Do you need to be more organised and manage your selling time more effectively?
- I bet your prospects never say they have a better quote from a competitor?
- What about negative or resistant prospects?
- Would you like to know when and how to close a sale?
- Do you know when you are being lied to, stalled or put off or what to do about it?
- How comfortable are you getting prospects to talk about money, budget and their buying process?
- I wonder if you can always get prospects to reveal their reasons as to why they would not buy?
This one day workshop is designed for people in the organisation who take incoming telephone calls and gives them a range of ideas for creating sales opportunities from such inbound calls.
It gives them the skills and confidence also to handle the full range of situations, confirming and up selling the simple enquiry to turning the unhappy customer into an effective advocate. If you want to increase the average order value, increase your enquiry to sale conversion and improve customer satisfaction with your sales team, this may be the programme for you.
Workshop objectives:
- To be able to maximise each inbound sales call situation.
- To know the steps and process for managing inbound calls and turning them into selling opportunities
- To be well organised when taking to create selling opportunities
- To know the skills and process o stimulate sales opportunities
- To have the knowledge, skill and confidence to turn an unhappy customer into an effective advocate.
- What is effective selling?
- Preparing and planning sales calls
- Opening the call
- What is in the welcome
- Find out requirements
- Types of questions
- Areas to question
- Listening skills
- Recognising buying and warning signals
- The 4 A's of converting unhappy customers into positive advocates
- Proposing solution
- Facts and benefits
- What is in it for me?
- Matching needs
- Signposting
- How to create a sales opportunity
- When is a good time to close the sale and when isn't?
- Cross selling and up selling
- Adding value
- Creating interest
- Developing an appropriate course of action
- Confirming commitments
- Closing skills
- 7 typical closing techniques
- Answering customer concerns and questions
