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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:
Telemarketing Sales Tips for
Cold Calls
Your Attitude
According to the telemarketing
experts at Telesales Magic, your
cold calling success begins with
the proper attitude. If you are
committed to making a career of
telemarketing sales, then set
your goal to being a top
producer in your company.
Reinforce your intentions with
motivational information you can
refer to when you need
inspiration. Create a quick
reference card that shows you
how much income a top producer
can make in your company.
Develop a montage of pictures
that show the things you want,
or need, to purchase with your
increased income. Take the time
to observe how the other top
producers in your company
operate, and break down their
approach into something that you
can do yourself. Once you are
convinced of your own success,
the rest of your telemarketing
job becomes a bit easier.
Be Flexible but Focused
According to AllBusiness.com,
you should avoid relying on a
script to guide you through your
presentation as a cold caller. A
cold call conversation can go
off into a number of different
directions, all of which present
you with the opportunity to
close a sale. One of the
difficult parts of a cold call
is getting the client to get
engaged in a conversation with
you. Once the client takes an
interest in a part of your
initial presentation, you should
have the flexibility to follow
that interest but the focus to
be able to guide it into a
close.
Know your product well so that
when a customer starts to
respond to your questions you
have the product knowledge to
tie your offering in to the
conversation. A scripted
introduction can be effective if
you present it as the opening to
a conversation as opposed to the
first paragraph of a canned
pitch on paper. Always have a
structure to your conversation
in mind that leads to a close,
but allow the conversation to
move with the customer a little
bit to get them comfortable.
Questions
According to BusinessByPhone.com,
the use of questions is critical
to the success of the
telemarketing cold caller.
Questions such as those about
services the customer may need
to run his business more
efficiently may get his more
interested in the conversation.
When you ask questions be very
deliberate, and pay attention to
the answers you receive.
Ask a question, and then wait
for the response. Make notes of
what the customer says, and then
formulate your next question
based on information given to
you. By allowing the customer to
feel as though he is dictating
the course of the conversation
through he information, he is
becoming more emotionally
involved in the conversation and
opening himself up to be a sale.
Source: George
Root III
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