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 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 Keep Your Listening
Skills Sharp in Telesales and
Cold Calling
Good telesales and
telemarketing practice dictates
that you have to spend most of
your time listening to your
telesales prospect in your sales
call. This underscores how
important listening is when in
telesales. Let's see how you can
maximize your time doing your
part in listening actively and
effectively to get more sales.
Are you responding
appropriately? Your telesales
prospect does not see you so he
does not see what you are trying
to convey with your body
language or eye contact to show
that you are really listening.
You have to make up for this
limitation by responding
verbally. You can say "That's
interesting" or "I see".
Responses such as these let your
telesales prospect know that you
are listening. Vary your
responses. Using the same one
throughout will make you sound
"phony". The person on the other
end of the line will not feel
that you are sincere. Saying
something like "keep going", is
the equivalent of nodding in
agreement to the person on the
other end of the line.
Employ the tried and tested
statements that show empathy and
make the telesales prospect see
that you listen and care.
Examples are: "I can see why
you're upset" or "I can
understand how that must be very
frustrating to you." Statements
like these let people know that
you understand the emotions that
they are experiencing. By being
sensitive to what they are
feeling, you establish rapport
until you succeed in gaining
their trust.
Do you seem to get distracted
when you try to listen? Or your
mind just can't seem to focus on
what your telesales prospect is
saying. Listening 100% of the
time can be hard to do
especially when you talk to a
lot of customers on the phone
throughout the day. If you feel
that you are having one of those
difficult times, try to step up
your listening ability by
putting all distractions in the
background and focusing on what
the telesales prospect is saying
in such a way that you see what
they see and feel what they feel
with every single word that they
say. In other words, you are
putting yourself in your
telesales prospect's shoes and
see the world through their
eyes.
You can even step up your
listening ability at a higher
level. This is where you are
able to attune your senses and
harmonize it with that of your
telesales prospect. You will
find yourself intuitively
"knowing" your telesales
prospect. Without much effort,
simply know things about your
telesales prospect without them
telling you, and your instinct
tells you that you are right.
When you encounter situations
like these, just trust your
instinct.
By: Heinrich Churchill
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