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Telephone Sales training

Course Objectives

Whether you are a new recruit or an experienced salesperson, the aim is to improve your performance to increase sales.

At the end of the Telephone Sales training course, delegates will know the principles of selling over the telephone, the structure of the call cycle and relate customer needs to their products and services through the process of effective questioning, listening and identifying buying needs and criteria.

Course Content

The Definition of Selling

Glossary of Sales Terminology

Skill knowledge and attitude

Converting enquiries into sales

Incoming calls

  • Buying Signals

Finding the MAN

  • Who are we trying to sell to?

The Sales Cycle

The A I D A Sales Structure

  • Attention
  • Interest
  • Desire
  • Action

Features, Advantages and Benefits (F.A.B.)

  • What is a Feature?
  • What is a Product Advantage?

Express the feature, explain the advantage and deliver the sales benefit.

Questioning Skills - When and how to use:

  • Hypothetical
  • Leading
  • Reflective
  • Specific or Probing
  • Closed
  • Open

Situation Questions

  • Problem Questions
  • Explicit Needs
  • Implied Needs

Listening Skills – Are You a Good Listener?

  • Closing Techniques
  • The Alternative Close
  • The Assumptive Close
  • The Summary Close

Reasons for Low Feedback

Objection Handling

  • Listen
  • Specify
  • Question
  • Answer
  • Confirm
  • Close

Hidden Objections

  • Confidence
  • Defensiveness

Four More Techniques for Handling Objections

  • Feel, Felt, Found
  • Agreement
  • You're right, however...

Managing Sales Time

Prerequisites

  • There are no prerequisites for this telephone sales training course.

Available Formats for Employees and Managers

At our training centre in downtown Toronto, 10.00AM to 5.00PM with one hour lunch break.

$899 + HST per participant for a one day workshop,
$1799 + HST per participant for a two day workshop,
$2499 + HST per participant for a three day workshop,

We offer a 10% discount for each additional participant

For more information on above course, please call us at 647-271-3330 or e-mail to support@train4career.net