The New Horizons Professional Selling Over the Phone Program teaches participants about using the telephone for professional selling. You will learn how to prepare scripts, manage calls, implement components of an effective voice, listen to feedback, and ask questions to increase sales. Program activities also cover finding prospects, discussing the type of information to leave on prospects' voice mail, maintaining a positive attitude, identifying the components of the soft sell, and building and maintaining relationships with prospects. You will also learn about gaining feedback from customers, addressing rejection, resolving objections, and closing a sale.
- Preparing the workspace
- Organizing the teleselling workspace
- Identifying teleselling aids
- Preparing to write telesales scripts
- Writing telesales scripts
- Communication essentials
- Using voice effectively for teleselling
- Improving listening skills
- Understanding communication styles
- Using questions for telesales
- Handling telesales calls
- Managing calls
- Maximizing telesales calls
- Generating telesales prospects
- Identifying methods to find telesales prospects
- Using voice mail in telesales
- Working with screeners
- Interacting with prospects
- Building a relationship with a prospect
- Maintaining relationships with prospects
- Cold call strategies
- Using the soft sell
- Maintaining a positive attitude
- Closing sales over the telephone
- Preparing for the close
- Using the closing process
- Addressing telesales challenges
- Resolving telesales objections
- Addressing telesales rejections
- Maximizing telesales performance
- Understanding cross-selling techniques
- Gaining feedback from customers
Key Business Benefits
- Allows increased revenue potential through building greater rapport with clients/customers
- Allows greater revenue potential through providing strategies for difficult situations and increased sales through up-selling and cross-selling
- Ease of management for Sales Managers through increased confidence and skill of the sales force
Key Participants Benefit
- Creates a positive environment for the sales process by increasing participants’ people skills
- Assists moving a sale toward successful conclusion via a sales process and strategies
- Helps smooth difficult situations through increased communication skills
- Increases sales potential through up-selling and cross-selling techniques
- More confident and comfortable in the sales role
- More capable to capitalise on revenue generating opportunities
- More adept at uncovering opportunities
- A valuable asset to your organisation
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