Telesales

Course details

Telesales - the business of marketing goods or services by telephone - is the fastest and most cost-effective selling approach used today. Products and services can be sold on the phone, and prospects can be targeted for specific industries. This course shows you how to make calls, get positive results, overcome screeners, find the right person, and make an effective presentation on the phone.

Course Objectives:

By the end of this course, participants will be able to:

• Utilize an excellent selling and customer service attitude
• Utilize the telephone as a powerful tool through which they can reach and penetrate accounts which have been neglected
• Understand and appreciate the sales cycle and the role of telesales
• Manage cross-selling and up-selling effectively
• Understand the importance of selling multiple services to a single customer and how to be proactive in making it happen
• Develop effective telephone handling skills, such as identifying buying signals and how to seize opportunities
• Turn every call into a positive lead or sale

Course Outline:

• The Right Selling & Customer Service Attitude
• Everybody Sells
• Cross-Selling
• Up-Selling
• Listening & Asking Questioning
• Probing and Listening Effectively
• Answering In-Bound Calls
• Making A Presentation on the Phone
• Making Effective Out-Bound Cold Calls
• Designing A Telephone Script
• Role-play: Making Out-Bound Calls
• Solution Selling vs. Product Selling
• Handling Objections
• Consultative Selling
• Developing Standards in Responses Over the Phone
• Handling Complaints and Crises