|
 Telemarketing
Training Seminars
Our telemarketing seminars
are effective, educational, measurable and driven by the bottom line. Financial,
manufacturing, software, insurance, biotech, entertainment, advertising,
consumer and other sales reps can all benefits from the skills taught in our
phone sales training seminars.
For additional questions on our telephone sales training seminars
please call or email us.
Seminar Objectives:
Participants in the
Telephone Selling Skills training seminar will experience/learn to:
- Learn to handle difficult objections.
- Understand the difference between telephone and face-to-face selling.
- Use the telephone selling process so you can sell long-term relationships rather than low bids.
- Interview customers instead of pitching products.
- Think and respond like a business consultant.
- Understand different buyer types and behaviors so you can adapt to each style and create positive chemistry.
- Determine an optimum strategy for advantage over the competition.
- Differentiate your product and company Deal with multi-level sales
structures.
- Identify and quantify the costs of sales.
- Determine opportunity areas for adding value to a customer’s business.
Telephone Sales Training:
How to Ask For the Sale in Your
Telesales and Telemarketing
Calls
One of the first telesales
strategies I have learned early
in my cold calling career is the
"ABC" - which stands for always
be closing.
But this lesson seemed to be
lost on a lot of telesales
professionals because they do
not ask for the sale. Think of
all of those telesales
opportunities that could have
made businesses profitable by
hundreds or even thousands of
dollars if not for that simple
but common mistake.
Telesales professionals are just
too scared to get an objection
or a "NO" that they fail to ask
the one question that they are
expected to ask. No customer
will tell you that they want to
buy your product right then and
there (except in rare cases
where a customer is ready with
his credit card to make the
purchase that is necessary to
get things over with).
Going back to the time I was
starting to learn the tricks of
the trade by getting all the
telesales tips I could find so I
could hit the required number of
telesales for the day, asking
for the sale really helped me
hit the numbers. It even
surprised me I was able to make
my prospects buy without making
much effort and without
encountering any resistance from
them at all. Be always on the
lookout for buying signals
throughout your telesales call
and ask for the sale as
naturally as if you are asking
for their name. In the first
place, you know that people need
your product or service and you
can always show them the benefit
of using your product or service
so you should always bet on
that.
You will get your share of
rejections. It's part of cold
calling. There are lessons to be
learned in every call and each
"NO" that you get should make
you a better telesales person.
So sharpen your senses and look
for those buying signals. If the
customer asks you questions like
"How soon can this be shipped?",
it means they are ready to buy
so you only have to pop in the
magic question. You can ask "Do
you want this shipped by next
business day?" or "What type of
credit card would you be using?"
Asking for the sale is a skill
that can be learned. There is an
endless list of closing
techniques that you can apply in
different scenarios and you need
some telesales training in order
to effectively apply most of
those techniques. As a reminder,
always remember your ABC in
every call.
By: Heindrich Churchill
link
|
