Selling Effectively on the Telephone

The Purpose of the Course

As the sales world becomes more specific and focused on the telephone, a professional sales approach has become more and more essential. Selling effectively by the telephone can be a very difficult skill to master. This course sets out the logical and very professional ways to achieve the best results with customers. It will give delegates the skills and techniques to become the best in their chosen sales role.

Benefits for your organisation

No company or organisation will survive unless it can sell the results of its service work, manufacturing or resale activities. Thus selling skills are a crucial component in the team mix. This course gives a clear understanding of the essential attitudes, skills, knowledge and methods which are vital to the “Professional Salesperson”. Highly important tools, tactics and special techniques are examined and practised.

Who is this course for?

Sales staff who regularly use the telephone to sell their products or services and wish to improve their ‘hit rates’. People who are new to telephone selling and those who need to discuss and refresh existing skills. All will gain useful skills from this professional sales course.

Topics Covered:

• Understanding why people buy – and what it is that they are really buying
• The stages of the sales process. Who do we need to speak to? How to contact them
• How to consider the customers buying cycle and the long term sale
• Planning the correct approach for the target order from the target customer
• Questioning and listening techiques
• How to maintain credibility and avoid being ‘pushy’
• Matching needs against benefits
• Making the proposal and handling objections
• Closing the sale; asking for the order, the summary close; the choice close

By the end of the course, delegates will be able to:

• Understand your customer’s real needs and why they want to buy
• Plan and prepare your sales strategy
• Be customer orientated
• Deal with difficult customers and some of their strong-arm tactics
• Understand and implement a “professional” sales approach to gain more business

What recent delegates said about this course:

“Very worthwhile course, have left feeling more confident & ready to sell, sell, sell!” Impact Recruitment Hayley Pedwell

For more information, or to book a place on this course, call us on 01604 490470 or email training@northants-chamber.co.uk. Chamber members can book online.