Sell by Telephone
Introduction  Dates  Feedback  Pre Course Assessment Self Study  Small Groups

'Sell by Telephone' underpins the SalesSense business to business professional sales competence model covering telephone prospecting, telemarketing, and internal sales skills.

Course Content

How to benefit from the course

·          Underlying principles

·          Learning through doing

·          What to expect

Establish Absolute Confidence

·          Why cold calling does work

·          Choosing how you sound

·          Exercising charm

·          Choosing how others feel

·          Seven steps to absolute confidence

Engage the Gatekeeper

·          Different types of Gatekeeper

·          Meeting their Needs

·          Compelling Message

Break Preoccupation

·          Make a better first impression

·          Develop a powerful opener

·          Get feedback on effect

 Deal with 'Fob Off' Objections

·          Anticipate objections

·          Test sincerity

·          Use effective turnarounds

When they Engage

·          Second level preparation

·          Third level preparation

·          Setting expectations

·          Managing a pipeline

·          When things go wrong

Closing for the next step

·          Timing

·          Preparation

·          Practise

Maintaining Confidence

·          Mind management

·          Knowing what to do

·          Measuring results

Next Steps

·          Making a plan

·          Anticipating the obstacles

·          Reviewing progress

Audience - All sales people who need to increase their effectiveness using the telephone to call new prospects and follow up leads.

Length - Two days

Class size - Up to twenty

Learning - Lecture, discussion, framework development, simulation exercises, applying methods to current requirements and projects.

Includes pre-course materials, in-course materials, planning tools, evaluations, aid memoirs, online resources, and career long access to expert advice.

Self Study Option

Outcomes

Course participants learn how to:

Increase telephone confidence
Have more people say yes
Develop personal charm
Get help from gatekeepers
Get through to decision makers
Gain the attention of decision makers
Keep the attention of decision makers
Turn around fob off objections
Help people decide
Maintain motivation

Contact us
Dates and Reservations

Sell by Telephone coaching and materials option
Fees are £210 (£246.76 inc VAT)
Details or  Add to basket

Sell by Telephone online self led option
Details   £58.95 (£69.27 inc VAT)
Add to basket

Classroom Training Courses Include:
Needs assessment, preparation guide, course materials, planning tools, progress assessment, online resources, ongoing performance tips, and career long support.

In-House Training Advantages:
Programme customisation, choice of venue and timing, and follow up options.
In-house training details and benefits

For large numbers we offer a licensing and certification option to enable self delivery.

Introduction  Dates  Feedback  Pre Course Assessment Self Study  Small Groups