Course Objectives

• Learn what a great job looks like
• Learn the most effective outbound telephone sales calling model
• Learn how to identify the specific needs of your client and how to match these with what you are selling/offering
• Learn high impact opening statements
• Learn phrases and one-liners to progress the sale
• Learn how to avoid those dreaded silences if things are not going your way
• Learn how to respond to objections and excuses
• Learn how to ask for the appointment or the sale
• Enhance your questioning and listening skills
• Learn closing techniques of how to get to that "YES" and close the sale
• How to get your point across without the waffle
• Learn how to build effortless rapport with your prospects

Course Outline

• Introduction and Objectives
• What Does a Great Job Look Like?

• Build up an overall picture of what you currently do and what you should be doing.
• What do the best sales people do to set up appointments over the phone or close sales? What are you striving towards?

• Understanding The Telephone Sales Process

• Learn the different stages of the telephone sales cycle
• How is an appointment or sale actually made?
• What will influence a decision?
•  How decisions are processed by your prospect while they are on the phone.

• Openings with Impact

• How to open your calls for maximum impact.
• How to control the call. How to plan and prepare for your calls
• Defining what you want out of the call. How to take your conversation to the next stage.

• Getting Past the Gatekeeper And Through To The Decision Maker

• How to identify a gatekeeper screen.
• How to get through the two types of gatekeeper screen and through to the decision maker.
• The introduction and hook. Building rapport.
• Making effective benefit statements. Asking the right questions & listening

• Learning How To Understand Your Prospects Needs

• Learn how to step into the prospect's shoes and see
• The situation from their position.
• How to adapt your approach based upon what they want.
• How to position yourself, your company and your product in light of what they want and how they want it.

• Telephone Responses and Statements/Phrases To Use

• Actual words, sentences, terminology and phrases to use
• we'll give them to you! What to do if your mind goes blank. Responding to objections & excuses

• How to respond to

• I haven't got the time
• Call back later
• We are using someone else
• We don't have the budget
• I'm not interested
• Just send me some information

• How to Get To The Close and Ask For The Appointment or Business

• So many people feel uncomfortable asking for the appointment/business but this need not be the case. During this session you will cover some strategies on how to identify buying signals, know when the time is right to close the appointment or sale.

• Keeping Up and Motivated

• Some tips and approaches for remaining confident in your own ability. How to keep upbeat when the going gets tough.

Who Should Attend?

• Telesales staff
• Telemarketing staff
• Incoming call handlers
• Outbound sales staff
• Business development managers
• Sales people who have had no formal training on the subject before
• Sales people who need a refresher and need to get "back to basics" and refocus their time and effort
• New sales people
• Client relationship managers
• Account managers
• Business development managers
• Commercial managers