Telemarketing: Using The Telephone As A Sales Tool
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Telemarketing: Using The Telephone As A Sales Tool Course
Introduction:
In today's sales landscape, phone communication plays a vital role for almost everyone. It's time to assess your telephone usage and its impact on your sales and marketing efforts. This training course reveals how the telephone can complement, improve, or even replace other marketing and selling methods, resulting in significant sales growth. You'll also learn how to refine your communication skills, enhance your persuasive abilities, and personalize each sales call.
Course Objectives:
Participants in this training will experience/learn to:
- Build trust and respect with customers and colleagues.
- Identify ways to make a positive impression.
- Identify negotiation strategies that will make you a stronger seller.
- Create a script to maximize your efficiency on the phone.
- Learn what to say and what to ask to create interest, handle objections, and close the sale.
- Take part in three audio-taped role-plays and receive specific feedback
- Learn to use effective interviewing skills to discover important information
- Receive training in highly effective telephone etiquette
- Discover how to make better use of product knowledge
- Identify the difference between needs, wants, and opportunities
- Warm-up your sales approach to improve success with cold calling.
- Be able to listen more effectively and retain more important information
- Become more confident and effective at closing for appointments
Who Should Attend?
- All front office employees who directly interact with customers
- Anyone from the front and back-office employees who are involved in dealing and managing complete customer service activities
- Anyone deal with customer-related issues in their day to day activities in any organizational context.
Course Outlines:
Pre-Assignment Review
To start the day, participants will discuss the answers to their pre-assignment.
Verbal Communication
This session will explore the components of a good sales voice and how participants can sound their best on the telephone. Participants will also think about what customers hear when they place a phone call to their organization, and how they can create a service image.
To Serve and Delight
In this session, participants will look at other facets of language and how we can be better salespeople by choosing a positive language.
Exceptional Things about Selling by Phone
This session will help participants put a different spin on selling by phone. Topics will include maintaining a positive outlook, building rapport, and remembering names.
Building Trust
Next, participants will discuss ways to build trust and respect.
It’s More Than Just a Phase
A good understanding of the phases of negotiation is a great asset to a sales professional. This session will explore the phases of the negotiation and introduce participants to some of the most common types of negotiation.
Communication Essentials
During this session, participants will work on their listening and questioning skills.
Developing Your Script
Now that participants have some fundamental tools, they will develop a script that can be used for any sales call.
Pre-Call Planning
We do not believe in a canned call, but we do believe in a planned call. This session will highlight the important steps in call planning.
Phone Tag and Call Backs
Next, participants will discuss some ways to make the most of voice mail.
Following Up
During this session, participants will identify ways to avoid missed opportunities by tracking their calls and following up.
Closing the Sale
This final session will give participants some ways to ask for and close the sale.
In today’s hyper-competitive markets, businesses are searching for every opportunity to lower costs and increase productivity. Many of these companies are discovering that a well-conceived and professionally implemented telemarketing program is the answer to their prayers. A great tele sales program can quadruple the number of contacts your company makes every day, and do it for a fraction of the cost. Whether you are interested in surveying customers, qualifying leads, inbound or outbound calls, setting appointments, or even closing sales, telemarketing affords the flexibility and cost-effectiveness you need to stay one step ahead of the pack.
This Telephone Skills course is a great introduction to the basics of effective telemarketing. Designed with an emphasis on qualifying leads and setting appointments, this fast-paced, interactive training course reviews proven principles of successful telemarketing such as Active Listening and Questioning Skills. The course uses small group activities and taped role-plays to provide students with hands-on, real-time practice. Each student will receive personal coaching from our senior training staff to help them refine their telephone skills during the course.