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1. Professional Sales Skills
Sales Training
3. Effective Sales Management      
2. Professional Telephone Selling
       
Content
       
  Course Aims & Objectives  
  Course Overview  
  1. Identifying and targeting new  
    business  
  2. Opening the Call
  3. Exploiting new areas of  
    opportunity  
  4. Communications skills in  
    telephone sales  
  5. Buyer Motivations  
  6. Matching Product benefits to  
    Customer Needs
    ....more   
     

About the Course
This course is designed to advance your  
telephone sales skills and develop your
confidence in telephone selling. Ideally suited for
individuals entering telephone sales for the first
time and for sales executives who wish to
improve their existing telephone sales skills to
make further progress in the sales environment.
 
Course Aims & Objectives
 
Telephone Sales is a process of developing
customer relationships, identifying customer
requirements, communicating and matching the
benefits of your offer specifically to customers needs. You will learn telephone
techniques to open calls, present your offer more professionally, handle objections,
manage difficult customers and will gain important insights in closing a sale and
retaining business. This course explores proven sales approaches but also seeks to
enhance and develop the personal motivation of each participant, so that you can sell
more.
 
Professional Telephone Selling - Course Overview
Identifying and targeting new business
Exploiting new areas of opportunity
Defining call objectives and Call Planning
Prospecting and Business development
Sales presentation skills and stages in the sales process
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Gaining the Attention of the Customer
Opening the Call
Communications skills in telephone sales
Use communication techniques to identify customer needs
Presenting the sales offering
Buyer Motivations
Matching Product benefits to Customer Needs
Handling customer objections effectively
Dealing with Difficult customers on the phone
Using products to solve clients problems
Closing the sale in a professional manner
The alternative close, the assumptive close and minor point close
Gaining your customers commitment
After the sale – building customer relations to ensure repeat business
Follow-up and Key Telephone Account Management

Methodology
After a process of group discussions, problem analysis, case studies, role-play, each participant receives a course certificate.

Duration and Cost
The Professional Telephone Sales course can be run on a one-to one basis and costs 1180.00 Euro. Group discounts apply.

Scheduled Dates 2007/2008
Aug, Sept, Oct, Nov, Dec 07.
Jan, March, April 08.

    
                   
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