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 Telemarketing
Training Workshops
Our telemarketing 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 workshops.
For additional questions on our telephone sales training workshops
please call or email us.
Workshop Objectives:
Participants in the
Telephone Selling Skills training workshop 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 Use Telesales to Generate
Instant Income (Part 2)
With telesales, your next sale
is just a phone call away. But
if you thought that direct
marketing couldn't get easier
than this, think again!
Telesales is a powerful tool to
directly reach your existing and
potential customers. But to turn
it into an effective direct
marketing strategy, you will
need to plan and manage your
campaign system process just as
effectively.
Telesales has an advantage
because unlike direct mailers
that might go straight into the
shredder, it gives you a chance
to make a direct contact with
your target audience, and be
heard. For instance, when we
hear the phone ringing, the
normal reaction is to answer it.
We don't ignore the phone even
when we may not recognize the
number that's flashing. And once
you have the attention of the
target audience, it is up to
your telesales representative to
engage them and achieve your
objective, whether it is to
close a sale, generate leads, or
follow up on your direct mailing
campaign.
But how do you manage to keep
the person on the other side on
the phone and make them listen
to you?
With good telesales skills and a
script! As any seasoned direct
marketer will tell you, the
biggest dilemma that they face
is whether or not to provide a
script to their team of
telesales representatives. If
they do, the next question is if
they should just ask the team to
stick verbatim to the written
word or follow their instincts?
The middle path, probably would
be give the callers an informal
script, which is essentially an
outline of what they should say;
and then give them the leeway to
improvise based on the customer
reaction.
Here are some quick tips to set
up your telesales campaign:
1. Have a clear objective before
you set out. Are you
prospecting, arranging
appointments, or direct selling?
2. Prepare a detailed script
with optional responses to some
of the likely questions that
your prospective customer could
ask.
3. Pay attention to the
language. The right words help
create a good first impression
and the right impression can
help you clinch a deal.
4. Brevity is appreciated.
Long-winded scripts will only
irritate the customer. You are
intruding into their time. Keep
your call short.
5. Get to the point quickly and
let them know your USP as
quickly as possible. Whether it
is the price or the free
delivery, try to invoke a
positive response from the
customer.
6. Get your team to practice
their lines. But make sure they
don't sound rehearsed.
7. Instruct them to adapt your
script to match the customer's
first reaction. They should be
willing to answer any questions
and doubts that they might have.
Remember, when the customer
answered your call, you got your
foot inside the door. Try to
build on this advantage and
achieve your objective as
quickly as possible.
Source: Guy
Artuso
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