Successful Selling Over The Telephone Course
Duration: 1 Day
Prices Start At £250 + VAT
- Public/Open Course
- In-House Training
- Virtual Classroom
Telesales Course
SALES TRAINING
- Public/Open Course
- In-House Training
- Virtual Classroom
1 Day Course
Successful Selling Over The Telephone Course
Tele Sales Course
This 1 day Tele Sales course is aimed to help delegates who are responsible for contacting potential new customers / or receiving calls, and closing the sale.
This course will help participants to understand the importance of establishing rapport quickly and how to develop an effective hook to engage their potential customers in longer conversations. It will also help develop a key suite of skills and techniques to engage others more effectively and move towards more positive outcomes from conducted calls.
Predominantly for those in either a B2B or B2C selling relationship, it tackles some of the hard topics – such as keeping a ‘positive mindset’, ‘handling rejection’, and ‘overcoming objections’
The course helps to re-affirm the importance of knowledge about the service / products that your organisation provides; with a view of being able to clearly articulate the benefits to the customer. Listening and questioning skills will be practised in order to enhance capabilities – and ensure that participants quickly build their confidence.
By the end of this Telesales Skills course, you will be able to:
- Explain and articulate the features and benefits of the services / products that you are selling
- Understand what your customers are thinking about in ‘their world’ and how this affects their reaction to your call – and how this can be used to improve your own engagement techniques
- Clearly articulate what the W.I.I.F.M is (for the customer) from your call
- Learn how to turn a potential ‘cold call’ into a ‘warm’ and conversational discussion that will be received well
- Develop your listening skills and refine your questioning skill in order to engage more effectively
- Techniques for researching and identifying what customers see as the ‘hook’ or reason for continuing the call / agreeing to a sale
- Avoid and manage gatekeepers, and how to engage other people on your journey to the potential customer
- Learn the common techniques to overcome objections, and prepare in advance for when they arise
- Learn how to create a genuine interest your service / product from your potential customer and identify the 'hook'
- Know when to ask for the sale, and the appropriate closing technique
- Create a daily / weekly engagement plan best suited to your business and potential customers
1 Day Course
Tele Sales Course Content
The programme covers the planning stage before engaging with new customers, followed by the essential steps that need to be under-taken for a successful outcome on the telephone. It will leave the participants with a daily routine and a considered approach that allows them to engage people with their own chosen style but with a renewed confidence.
Introduction and Context to Successful Selling Over The Telephone
- Exploring the changing face of ‘cold calling’ and customers expectations when dealing with people over the telephone
- A ‘day in the life’ of your prospect…
- Key reasons behind high rates of success and the ‘likeability’ factor of the callers
- Identifying what the ideal appointment getting person would be ‘saying & doing’
Successful Selling Over The Telephone
– The Importance of Researching the Customer, and Your Own Offering
- How to quickly and effectively research your prospects / call list in the 4 main areas i.e. personal; their role; their business; their industry – using the Web, Linkedin and Trade /Sector Publications etc.
- What we know about your own products / services and organisation, and how it can be used to make a difference
– How to Quickly Build Rapport and Trust on the Telephone
- Why first impressions count; and how we can shape the impressions we convey over the telephone
- Creating a professional image on the telephone (words v tone!)
- Choosing our persona for the ‘initial opening’ and ‘lasting impression’
- The elements of ‘Trust’ and how to demonstrate and build it on your calls
– How to Create Curiosity and Developing Your Planned Approach
- The use of ‘curiosity’ to engage with our prospects – how to develop the topics that will create it
- Identifying what is important to your prospect i.e. using the ‘who’, ‘what’, ‘why’ model for engagement
- Deciding on the ‘approach’ you will use through the call; practice scripting – examples of good and bad approaches
- Developing and finalising your script; script tests (with Peers)
– Implementing the Call
- Identifying who your talking with; and using the appropriate approach
- Making a Gatekeeper discussion productive
- Managing a referral / colleague discussion
- Listening skills; using verbal nods and looking for engagement ‘hooks’
- Questioning skills that will shape the right outcome
– Turning the Conversation into an Appointment
- Over-coming objections
- Examining the common tactics used by gatekeepers / prospects to avoid committing
- Examining the common phrases, and the ideal riposte’
- Avoidance approaches to avoid being drawn into a sales discussion
- Using the ‘curiosity’ or ‘hook’ information to demonstrate the ‘worth’ of the prospect agreeing to an appointment
– Confirming The Appointment
- The importance of an immediate ‘thank you’ and confirming the appointment
- How to add value after the call – to continue building ‘Trust’ in the relationship between your business and the prospects
- What actions need to be undertaken prior to the meeting
- Action Planning session for delegates to focus on their plans for the following week
Course Delivery Options
Public Course
We offer a full suite of 5 Star Rated Professional Development Public/Open courses for Individual Learners Across 5 City Centre Locations
Virtual Classroom
We can deliver this course "virtually" wherever you are located. We can deliver via Zoom or Microsoft Teams as you prefer
In-House Course
We offer in-house training for 4 or more members of your team who require training in the same area . We can deliver any of our courses on an in-company basis wherever you are located in the UK.
Who Should Attend This Successful Selling Over The Telephone Course?
This course will benefit anyone who is responsible for selling over the telephone – and where there is little or no relationship to begin with. It will provide you with a structure for your day, and guidance on difficult topics such as moving past gatekeepers and handling difficult objections. It will also give you confidence when talking to the right person to be able to ask for the sale, knowing that you have an arsenal of techniques for over-coming objections, and have answered all of their questions.
What Our Clients Say
By the end of this Successful Selling Over the Telephone course, you will be able to:
- Explain and articulate the features and benefits of the services / products that you are selling
- Understand what your customers are thinking about in ‘their world’ and how this affects their reaction to your call – and how this can be used to improve your own engagement techniques
- Clearly articulate what the W.I.I.F.M is (for the customer) from your call
- Learn how to turn a potential ‘cold call’ into a ‘warm’ and conversational discussion that will be received well
- Develop your listening skills and refine your questioning skill in order to engage more effectively
- Techniques for researching and identifying what customers see as the ‘hook’ or reason for continuing the call / agreeing to a sale
- Avoid and manage gatekeepers, and how to engage other people on your journey to the potential customer
- Learn the common techniques to overcome objections, and prepare in advance for when they arise
- Learn how to create a genuine interest your service / product from your potential customer and identify the 'hook'
- Know when to ask for the sale, and the appropriate closing technique
- Create a daily / weekly engagement plan best suited to your business and potential customers
5 Star Reviews
CPD Accredited
Certificate of Acheivement
3 Month Online Support
Course Notes & Slides
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Reasons To Book With Asset Training Academy
Certificate of Achievement Awarded
Comprehensive Course Notes & Slides
5 Star Rated Courses
Delivered in City Centre Locations
Lunch & Refreshments Included
Delivered by Specialist Trainers
Delivery Method is a Blend of Theory & Practice
Reasons To Choose Our Course Above Others:
- Price includes Comprehensive Course Notes, Slides & Certificate of Achievement
- The course is CPD Accredited
- Our trainers are highly qualified with a wealth of industry experience
- Our courses consistently generate 5 Star rated quality reviews
- We include 3 month follow up online support
- Our courses are interactive, participative, engaging and fun and deliver real results
- We deliver our course in 5 major UK cities
- We can deliver the course at your workplace for 4 delegates or more wherever you are located in the UK
- Our Public/Open Courses are delivered in high quality, city centre venues
- Price includes Lunch and Refreshments throughout the day
In House Training
Contact Us Today
If you have 4 or more people who require training in this area, it is often more cost effective for us to come and deliver the course onsite, either at your workplace or at a venue of your choice. We charge a “daily” rate as opposed to a “delegate” rate and we can train up to 12 people in any one session.
- 0800 158 8314
- info@assettrainingacademy.com
- 0800 158 8314
- info@assettrainingacademy.com
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Reasons To Book With Asset Training Academy
Certificate of Achievement Awarded
5 Star Rated Courses
Comprehensive Course Notes & Slides
Delivered in City Centre Locations
Lunch & Refreshments Included
Delivered by Specialist Trainers
Delivery Method is a Blend of Theory & Practice
Courses are Engaging, Practical, Interactive and Fun
Take Your Career To The Next Level
Global Company
We deliver our training throughout the UK and Europe
Bespoke Content
We customise the content of our In-House training to meet your needs
Best Offers
Our training is competitively priced and great value for money
Secure Payments
Security is a priority so you can book your place with confidence
Other Relevant Courses
- 2 Day Course
- 1 Day Course
- 1 Day Course
- 2 Day Course
- 1 or 2 Day Course
- 1 Day Course
- 1 Day Course
- 1 Day Course
- 1 Day Course
- 2 Day Course
- 1 Day Course
- 1 Day Course
- 1 Day Course
- 1 Day Course
- 1 Day Course
