Seminar Outline:

The past few years have brought many rapid changes to the professional services industry. During a time when software and hardware companies were sprouting up as venture capital fueled unprecedented growth, professional services organizations flourished as customers needed assistance with product implementations and customizations. When the industry took a turn for the worse, the industry consolidated as many companies collapsed or were bough. Yet, despite turbulent economic conditions, a dearth of professional services companies continue to do business in today’s competitive environment. In order for a professional services organization to differentiate itself, regardless of whether it functions as the internal services arm of an OEM, or if it operates as a stand-alone firm servicing multiple products, steps must be taken to increase sales effectiveness to grow revenues. The Professional Service Industry Telemarketing Skills training workshop is designed for those services companies whose sales efforts are primarily driven by a telesales organization that serves local, regional or national sales territories.

Based on the application of a consultative selling approach to the telesales environment, our Professional Service Industry Telemarketing Skills program provides essential strategies and proven methodologies to increase sales for professional services telesales reps. Key to the learning process is an in-depth analysis of customer buyer types and behavior and their effect on the telesales process. Time is also spent on the sales process and how to ask appropriate technical and non-technical questions to guide telesales calls towards professional service recommendations and solutions. Cold calling and closing techniques are also covered throughout this valuable course. This highly interactive workshop provides professional services telesales reps with numerous opportunities to put newly learned skills to use via role plays, group exercises, activities, peer-driven feedback sessions and lectures. These opportunities are focused on increasing knowledge transfer of telesales reps who look to put new sales skills to use in the workplace. With these skills in hand, professional services telesales reps will be able to focus on increasing sales numbers and putting competitors out of business.

Seminar Objectives:

Participants in the Professional Service Industry Telemarketing Skills training seminar will experience/learn to:

• Understand the challenges and opportunities found in professional services sales
• Utilize telesales strategies to drive call volume and increase closing ratios
• Focus on the advantage of long-term service value over low cost solutions
• Differentiate domestic professional services offerings from offshore providers
• Work with the needs of different buyer types and sales structures
• Establish rapport and build chemistry
• Quantify customization costs that may be incurred during services engagements
• Bundle different service and training offerings to increase customer value
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Adjust their telesales approach based on buyer behavior
• Identify problem areas and potential solutions
• Create personal Feature, Advantage, Benefit statements
• Understand the Telephone Selling Process
• Cold call and follow up on warm leads from tradeshows and sales campaigns
• Get past gatekeepers to decision makers
• Handle sales objections and close the sale