Successful Telesales

This course has been especially developed to provide participants with an understanding of the
basics of selling over the phone and techniques to maximise sales opportunities.

• Gain more confidence, skills and qualities in building rapport with clients
• Structure and control a call in order to gain commitment
• Sell your product clearly and concisely and improve your chances of gaining business through effective closing techniques

Anyone who is new to selling products or services over the telephone, or those with experience looking for new ideas.

What you will learn:

• The qualities of a successful salesperson
• Selling to large organisations
• Setting the agenda. A four-part structure for controlling the sales call. Opening the call with impact – giving the client a reason to listen
• Understanding the need – where do needs come from? Closing the sale how to gain client commitment
• Communication – the three P’s of the voice – projection, pitch and pace, questioning techniques – using open and closed questions, probing techniques – using facilitation to build greater understanding
• Active listening, summarising and empathetic techniques to build rapport
• Objections – recognising and managing the four principal sales objections
• The art of negotiation – how to use currencies on the phone. Service delivery – tips on how to exceed client expectations
• Complaint handling – a five stage process