Tuesday, 20th September 2011
from 09:02 to
16:02
Manchester Forsyth House, The Triangle
(Manchester)
This course will concentrate on honing professional telesales techniques that will give delegates the ability to understand the nature of sales, handling “Gatekeepers” and objections, matching customer needs, controlling the calls, closing calls and
making appointments.
Delegates will discuss and put into practice, with stimulated role-play, up to date techniques for making productive telephone sales calls.
PROGRAMME
• What is selling? Why do people buy? Using structured sales calls.
• Contacts / sales leads. Setting objectives.
• Measuring success. Creating a call guide.
• Dealing with call reluctance, call introductions. Handling unappreciative prospects.
• Finding out what customers want with effective questions and listening skills
• Matching customer needs, features and benefits, the matching process.
• Controlling the call. Understanding buying signals. Building relationships.
• Use of sales aids. Objection handling techniques.
• Closing the sale/making an appointment.
• Thinking bigger - keep trying.
