Selling Effectively on the Telephone

Selling Effectively on the Telephone
1 day

Course Aims
This course will give participants the knowledge to develop to skills associated with effective selling using the telephone. Using easy to remember procedures and techniques participants will learn how to sell

their range products and services in a planned, methodical and profitable way.

Assumed Knowledge
No previous formal knowledge of selling using the telephone is required.

Course Audience
Sales staff who regularly use the telephone to sell their products and services and wish to improve their ‘hit rate’ and overall telephone selling effectiveness.

Course Summary

Telephone Selling
• The Seven Stages of the Selling process
• Four types of approach
• The Customer’s four stages of the buying cycle
• Customer questions that must be answered
• The 5 elements of credibility
• Rules to be successful
• Effective listening
• Closing like you’ve never closed before
• Gaining commitment
• Getting repeat business
• Up-selling

Time Management
• Dealing with mail/email effectively
• Call planning
• Dealing with clutter
• Procrastination