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 Telemarketing
Training Seminars Our Telephone
Sales Workshops
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 courses.
For additional questions on our telephone sales training courses
please call or email us.
Class 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:
Telesales: The Secret Weapon
Many companies laugh off the
idea of using inside sales or
telesales professionals in order
to generate leads or close
business over the phone. Yet the
biggest companies and the best
in class firms across just about
every industry are using that as
part of their arsenal in order
to accelerate their sales and
drive their growth. It's a lot
more efficient to deploy inside
sales people and telesales
professionals than it is to use
outside field sales
professionals for the same
function.
Often, there's a big gap between
marketing and lead generation
programs and field sales people
that can only be filled by
inside sales or telesales
professionals. Companies use
telesales & telesales in a
variety of ways:
Perhaps, they are doing lead
generation qualification or
they're following up on leads
that are coming from marketing
programs. Or, they are actually
performing inside sales
functions and closing deals over
the phone. There's also a hybrid
model which is commonly used by
companies to qualify
opportunities, close deals that
can be done over the phone, and
then pass larger relationship
based sales opportunities out to
the field sales force.
If you're thinking about
deploying a field sales function
or adding to your field sales
force, think first about how you
can use inside sales or
telesales go to boost your sales
efficiency at a lower level of
cost. Once you've decided to
deploy inside or telesales sales
professionals, it's really
critical that you bring in the
right outside consulting or
outsourcing capabilities to set
up the function in the absence
of having your own experience in
this area. An outsourced
telesales or pipeline
development consultant can bring
you a myriad of experience which
will have a huge impact on your
ability to actually be
successful when deploying this
capability.
Many companies have tried and
failed at telesales and
telesales efforts because they
lack the experience and the
management acumen to fine tune
telesales and telesales programs
for success. It's absolutely
critical that you think about
acquiring the management skill
that goes with hiring the bodies
to actually do the phone work. A
good telesales and telesales
professional or consultant will
come in and help you to
determine the message, the
approach, the target, the unique
selling proposition the call
flow and the script, all of the
essential elements to be used in
order to train your telesales
and telesales individuals.
A good consultant also will help
you recruit and hire the best
telesales professionals for your
company...which is not an easy
task because there are many
people who are not capable of
this kind of job. If you're
considering deploying additional
sales resources think about
telesales and telesales and
bringing in an outside resource
to help you with that goal.
Source: Andrew Rowe
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