Seminar Outline:

Competitive pressures, increased calls to reduce sales operating expenses, faster response times and expanding sales quotas have caused sales organizations across the country to modify the way they sell their products and services. While travel to local territories has become easier and more commonplace, expense reduction initiatives have influenced companies to replace rental cars with cell phones. Senior level sales representatives, account managers, inside sales agents and other telesales personnel must adjust their mindset and focus on the ability to represent their organization and increase their numbers over the phone. Our Telemarketing Skills Training program is designed to assist this mind shift while empowering telesales reps with tools and skills to truly affect the bottom line.

The two-day Telemarketing Skills Training program ((also available in a 2 hour format)) provides a highly interactive, experience driven learning environment to reinforce the skills taught to succeed. A thorough discussion of various customer types and the factors that affect customer behavior is central to the ability to provide value-added products and services while improving profits and cutting sales expenses. The ability to modify sales presentations, questioning techniques, proposals and benefit statements based on sales types is also taught. Multiple videotaped roleplays enable participants to practice methodologies, tools and “on the job” skills that can be immediately put to use within hours of attending this program. Planning exercises are integrated into the Telemarketing Skills Training program materials so as to reinforce the ability to apply learned strategies into key customer accounts. The end result will be more effective telesales efforts that lead to higher numbers, shattered quotas and success.

Seminar Objectives:

Participants in the Telemarketing Skills Training seminar will experience/learn to:

• Focus on the advantage of long-term value over low cost
• Understand how to deal with different sales structures
• Work with the needs of different buyer types within a company
• Quantify the costs that may be incurred by the buyer subsequent to purchase
• Identify opportunities to add value to the sale
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Identify problem areas and potential solutions
• Create personal Feature, Advantage, Benefit statements
• Develop an advantage over their competition
• Assess personal sales performance after the call
• Understand the Telephone Selling Process
• Recognize the factors that affect buyer behavior
• Cold call, get past gatekeepers and schedule appointments
• Establish rapport and build chemistry
• Handle objections and close the sale