Seminar Outline (2 hour overview):

Competitive pressures, foreign entrants, increased demands by management to reduce sales operating expenses, faster turnaround times and aggressive sales numbers have caused sales organizations to modify the manner in which they sell their products and services. While business travel to customer sites has indeed become convenient and more commonplace, expense reduction initiatives during tough economic times have influenced companies to bring most sales activities internally. Major account representatives, account managers, inside sales reps and other telesales personnel must adjust their sales skills and focus on the ability to promote their products and services to increase sales numbers over the phone. This Telemarketing Telephone Selling training workshop provides a fast-paced two-hour overview designed to aid this change while empowering telesales reps with the tools and skills to truly affect the bottom line.

Designed as a two-hour program (also available in a 2 day format), Telemarketing Telephone Selling delivers a high energy, instructor-driven learning environment that teaches and reinforce the skills needed to succeed. A brief discussion on 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 customer interactions, questioning techniques, proposals and benefit statements based on sales types is also discussed. Two brief group exercises enable participants to practice methodologies and “on the job” skills that can be immediately put to use within hours of attending this program. Lectures and group question and answer sessions and discussions reinforce the learning process. The end result will be more effective telesales efforts that lead to higher numbers, attainment of quota numbers and a more satisfied customer base.

Seminar Objectives:

Participants in the Telemarketing Telephone Selling seminar will experience/learn to:

• Understand the Telemarketing Selling Process
• Focus on the advantage of long-term value over low cost
• Understand how to deal with different sales structures
• Recognize the factors that affect buyer behavior
• Work with the needs of different buyer types within a company
• Establish rapport and build chemistry
• 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
• Assess personal sales performance after the call
• Cold call more effectively
• Handle objections and close the sale