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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 Tips for Direct Sales
Success
Unfortunately, the DNC
legislation has many small
businesses that use telesales
agents a bit concerned about
their choice of direct sales
tactic. However, there are still
many ways to have your message
get into the right people's
hands without annoying them. And
the fact of the matter is
telesales, as a direct sales
tactic, works. Here are some
telesales tips and ideas to get
your sales flowing and customers
thrilled that you called them:
Find New Target Markets -
Have you talked with your
current customer base lately to
find out what their demographic
standing is, on a whole? Most
small businesses only do this
once every couple of years,
instead of once every couple of
months. Find out who is using
your products or services, and
who they are: age, sex, race,
income bracket, and family unit,
rent or own, etc. You may find
that you haven't been targeting
some crucial groups that use
your business effectively. Then
all you have to do is purchase a
targeted telesales list, and
you're well on your way to
garnering more customers.
Consider Outsourcing -
There are a great number of
telesales agencies currently
that would be pleased to contact
demographically appropriate
customers on your businesses
behalf. Why not save yourself
the time and hassle of doing it
all yourself, and look into one
of these companies. They may
just save you more time and
money than you originally
thought. Plus, if they
specialize in products or
services that your company
offers, the response rates may
be more than a bit surprising.
Test, Test, Test -
Before you start calling a large
number of potential customers,
test your telesales agents, the
scripts and the telesales lists
you are using, first. Listen to
your staff; they'll tell you
pretty quickly if something
isn't quite right. Then, tweak
whatever needs it, and try
again. Not until you are getting
an appropriate response rate
should you settle into a larger
scale operation - and don't
forget to test again if your
response rates dip.
Buy Quality -
If you want excellent results,
you need to pay for them. Make
sure you've purchased a
telesales list from a reputable
source that offers highly
targeted customer lists only.
Freebie lists, or ones that you
borrowed from a 'similar'
company just won't work here.
Without a great list that
exemplifies similar
characteristics of your current
customers, your telesales staff
will be frustrated in no time
with their low response rates.
Source: Chris
Burns
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