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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:
How to Make Telesales Work for
Your Business
Telesales often receives bad
press and publicity mainly from
customers and members of the
public who themselves had many a
bad experience, but employed
correctly many companies realize
the benefits telesales has and
the success it can bring with
quality-driven sales leads.
Even before a call is placed
there are a number of vital
requirements that will determine
the success of any telesales
campaign. The first and perhaps
most crucial is ensuring that
all telesales representatives
are professionally trained and
fully qualified. Engaging the
captive audience and
empathetically understanding
customers needs, wants and
desires will go a long way in
securing those much sought after
quality sales leads. Voicing
expression, interaction and tone
as opposed to the perception of
reading a process driven script
is also good practice although
usually a challenging one to
maintain. Telesales personnel
should also have at least a
basic understanding of the
company and products and
services that are offered
especially any recent
developments in the portfolio or
company itself that might impact
on the sales side of the
business.
Having the exact right personnel
or telesales company will all be
in vain if the quality of the
database is inadequate. An out
of date database will usually be
a major stumbling block that not
only shows incompetence but also
produces inefficiencies by
contacting customers with the
wrong details.
The quality of the contacts in
the database will also have a
direct impact on the amount of
quality driven sales leads.
Many call recipients often get
left frustrated by the timing of
telesales calls. Indeed it is
this that usually bears the
brunt of the negative
connotations associated with
telesales sales calls. This may
have to do with overseas
telesales operations, which
again adds weight to domestic
telesales services and
companies. There may not be many
convenient times to call so
sometimes being too pushy or
forceful will usually end up not
getting anywhere. Instead an
increasingly used tactic and
strategy is asking for a new
convenient time to call back.
Being polite, courteous as well
as generally being interested
and enthusiastic goes a long way
in relaxing the customer,
creating a friendly atmosphere
in which they are more likely to
complete a sale of transaction
or service.
Source: Harry
Pearce
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