Professional Telephone Selling
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Professional Telephone Selling

Build profitable business over the telephone

Overview
This programme is designed specifically to support your people in developing existing and exploring new skills and techniques that create meaningful conversations with your customers. Conversations that demonstrate how you add value to them and their business.

Our delivery style makes the most of your people’s existing skills, encouraging them to share what is working as well as areas they’d like to develop. We bring together salespeople from many industries and sectors which in itself, broadens the discussions and learning.

We have created a straight forward structure that focuses any sales person’s attention to the key areas of selling over the phone, starting with themselves and their attitudes to selling and success.

The environment is challenging and supportive where everyone is responsible for providing feedback and developing an action plan. The course content is based on successful models that are proven within some of the top sales organisations. During the two day programme everyone will have plenty of opportunity to rehearse these new techniques and prepare for the calls they will be making and receiving when they return to work.

Topics & Outcomes

The sales attitude
Looking at what success looks like - breaking it down into achievable goals and celebrating success. Encouraging everyone to strive to achieve their very best.

Keeping it together
Exploring a structure that maximises our time on the phone with our customers - encouraging your people to spend more time understanding the customer and their needs. As a result they spend less time handling objections that, with the right questions, should never come up.

How our customers buy
Salespeople often focus on their process, are they doing the right thing at the right time. We challenge that thinking and look to the customer and how they buy to prepare for how we establish their needs.

Strong preparation
Knowing what we want to say and how to say it is half the battle. We share techniques with your people to help them be fully prepared for every outcome and we rehearse them based on their industry. Great preparation creates the best platform for a positive focussed conversation - using every salesperson’s real life situations; we develop their own strategy for inbound and outbound calls.

Finding out about the customer
This programme puts real emphasis on developing skills in exploring our customer’s wants and needs. Encouraging salespeople to act as facilitators through listening and questioning to establish the customer’s needs. The better we find out about the customer and what drives their decision making, the better we can tailor the solution we present and demonstrate value to them.

Showing how we provide the right solution
Presenting our solution is an opportunity to bring alive what we can do for them. In our powerful and persuasive presentation we are looking to develop trust in us, our business and our product or service.

Managing objections
We believe the first step in successfully managing resistance from our customers is for us to have the right attitude towards them. Reframing objections as a ‘convince me’ scenario takes the pressure off the sales person and opens up the opportunity for them to explore more about the resistance and turn it around, using the wants and needs the customer has shared, as the starting point to convincing them.

Gaining commitment to our sale
As with every stage in the journey with our customer we support the salespeople in developing a number of closing strategies that ensure they are both maintaining trust with our customer and achieving sales objectives.

Programme high spots
- The TACK ‘Tele-Presenter’ - during the course delegates build this powerful tool for rapid results
- The TACK Telephone Laboratory - put your new skills into practice while you’re still on the course!

Who will benefit?
Anyone responsible for making outbound or receiving inbound sales calls to and from your customers both with established relationships and generating interest for the first time.
 
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Tools
 
Key Details
Duration2 days
 
£890
per delegate
 
 
Bookings Helpline: 01933 233884 (Monday to Thursday - 8:00am to 5:30pm and Friday 8:00am to 5:00pm).