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Telephone Selling

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. Remember, all of our open courses can also be run as bespoke courses, tailored to your organisation's specific needs and requirements.

Who will benefit: Existing and new telephone sales staff who are actively pursuing sales or dealing with incoming orders over the telephone.

Objectives: By the end of the Telephone Selling course, participants will be able to:

  • Identify why people buy
  • Prepare for the call
  • Use techniques to gain access to the decision maker
  • Apply a proven sales call structure
  • Communicate effectively using questioning and listening skills
  • Handle and overcome common objections
  • Spot verbal buying signals and act upon them

Course Outline:

Module One - Attitudes and awareness

  • The skills required for a successful telephone salesperson
  • The positive factor
  • Customer attitudes – why people buy
  • Needs versus wants

Module Two - Pro-active telephone techniques

  • Accommodating the absence of body language
  • Professional telephone skills – the golden rules
  • Positive phraseology and techniques
  • The power of words

Module Three - Selling skills over the telephone

  • Preparing for the call
  • Unique selling points
  • Research
  • Opening the call
  • Questioning and listening skills
  • Features and benefits
  • Spotting verbal buying signals
  • Maximising regular orders
  • Handling objections
  • Closing the sale
  • Selling over the telephone role play to practice skills on specialist telephone training equipment

Scheduled Courses:

Unfortunately this course is not currently scheduled. If you have a need for this course, please call us on 0115 984 9940 or contact us online as we may be able to schedule it for you, or run it in-house.

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For further details about how we can help you with your training needs, please contact one of our specialist interpersonal skills training advisers at our Associated Training & Consultancy offices on:
Telephone: 0115 984 9940
Fax: 0115 921 5352
Online Contact Form

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