This programme is designed to remove the fear that many people feel when making pro-active telephone calls. The course will benefit anyone who has to pro-actively sell or those who need to make effective follow up calls.
It is also an excellent introduction for companies moving from the traditional order taking, towards the more dynamic order telephone sales skills making.
The course is applicable to people who are either new to a position, or for existing people wishing to refresh and update their telephone and face to face skills and techniques.
This course will teach you how to plan, research and undertake proactive sales and prospecting without falling into the negative sales stereotypes which haunt so many of us.
To develop a client need approach to secure agreement, creating trust and long term sustainable customer revenue.
By the end of the programme you will be able to:
understand the Selling process and the Sales cycle
introduce yourself so that prospects want to spend time talking to you
engage and build rapport quickly
investigate your client’s situation so you really do understand what they want
sell your capabilities memorably with their benefits not just features
match your pitch to your client’s needs so the value shines through
understand objections and answer professionally
ensure you are always advancing the sale and gaining further commitment
close with confidence
What makes a good salesperson?
The behavioural side of sales
Knowledege = power
Researching your key clients
Sales Process - AIMS
Using Value statements to create interest
Building rapport over the telephone
The Benefits of asking Questions
Investigating your customers needs
Open & closed/specific questionning techniques
The Matching stage
Linking your customer’s needs to the benefits that your products & services provide
Securing the sale & Handling Objections
Effectively dealing with Smokescreen, Cost & Capability Objections
All training courses will follow government guidelines, including social distancing rules – further details will be provided prior to the date of the course.
Please Note: A minimum of four delegates is required to run this course. Should bookings not reach the minimum number this course may be rescheduled.
Please see our terms and conditions for our cancellation policy. You must agree to these conditions before continuing to book.
Prices (excludes VAT)