Telephone Selling Techniques That WorkHome / Sales and Marketing / Seminars and Workshops
Who Should Attend
Anyone who depends on their telephone skills to secure customer business. New and experienced sales representatives who need a skill refresher on telephone selling, and anyone wanting to upgrade their skills for handling incoming calls, making outgoing calls, taking orders, prospecting, selling, customer service, collection, and telephone etiquette. Training Benefits
- Overcome customer concerns quickly and learn to position your product or service to provide meaningful value to the customer
- Learn to close sales fast, even in a competitive or saturated market
- Understand the difference between techniques used for telephone versus face-to-face selling
- Project a tone and speed of "sales speak" that customers prefer
- Tailor your sales presentation to be brief, clear, and customer need specific
- Understand different buyer types
- Listen for customer signs of interest and current state of mind
- Present your product or services and confirm the sale
- Use objections as a tool to close a sale
Overview of Concepts and Deliverables Provided
- Learn how to measure the effectiveness of your telephone voice
- Project the appropriate voice tone and "sales speak"
- Interview customers instead of pitching products
- Develop your personal telephone sales script
- Understand how to get prospects’ interest and attention in the first ten seconds!
- Develop strategies for getting past "gatekeepers"
- Quickly recognize and adapt to the different buyer types and use behaviors necessary to create positive chemistry
- Discover how to handle difficult objections and skepticism
- Organize your telephone call strategy
- Learn the secrets to getting through voice mail systems
- Use questions that uncover customer needs and expectations
- Answer the question: Is "send me some literature" really a brush-off?
- Master what to say to close the sale
- Learn to incorporate your sales visuals when you're only on audio
- Determine opportunity areas for adding value to a customer’s business
- How to clarify customer information and reaffirm their interests
- Learn to use closing techniques that are telephone friendly
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