Achieving sales on the telephone in telesales environments requires a special set of sales skills. This popular 'Achieving Sales on the Telephone' training course enables delegates to develop their telephone selling skills and self-confidence in order to increase sales on the telephone, call-to-order ratios, overcome 'brush-offs' and convert leads into sales. The course is highly participative, with delegates using their own 'real life' scenarios in practice sessions.

Course Objectives

Build and develop a confident telephone manner to break through the barriers that block your path to an appointment or sale.
Plan your calls and call rate to ensure maximum return from your efforts.
Promote your company and product using the appropriate tone and language.
Avoid rejection and build a relationship with each customer throughout the call.
Use effective questioning and listening techniques to match the relevant benefits of your products to the customer's needs.
Overcome objections and handle complaints confidently.
Present price in a positive way.
Turn general enquiries into an appointment or sale.

Course Designed For

Anyone responsible for making outbound or handling inbound telesales calls with customers and prospects, including appointment making and dealing with general sales enquiries.

Maximum Number of Delegates

 Eight

In-House Delivery Option Available

 Yes

Selling on the Telephone

The skill set required for successful telesales
What makes people buy?
Knowing your company and product in depth
Understanding and overcoming phone blocks e.g. voice mail, switchboards etc.

Communicating Effectively

Communicating without seeing, the unique features of telephone communication
Creating a vision, turning words into pictures
How to 'hook' your customer
Five key probing techniques to establish and agree customer needs
Listening for buying signals

Proactive Selling and Appointment Making

Creating the right impression on outbound/cold calls
Planning for success
Call rates, your script and your individual style
Increasing order value
Responsive selling

Inbound Calls

Turning incoming calls into orders
Presenting your product in a positive light
Ensuring you match your customer’s needs precisely
Understanding your customer’s concerns

Overcoming Objections and Securing the Sale

Pre-empting and preparing for objections
Differentiating between real objections and 'brush offs'
How to handle the silent decision maker
Timing the close

Personal Development

Developing an action plan

£395 + VAT per Delegate

Discounts are available if 2 or more delegates from the same organisation attend the same course.

Please read 'How much does each course cost' on our FAQ's page for details.

Following this course, I have greater confidence as a result of the structured, formatted approach taught on the course. I highly recommend this course for anyone involved in tele-sales.

PA to Sales Director - UK Travel Operator

Simply Brilliant. 2 days after this course I secured my biggest order ever. I can't praise the course highly enough.

Tele-Sales Executive - UK Pharmaceutical Company

This course has taught me to think of sales in a completely different way. I am now more confident as a result. My last set of sales figures speak for themselves as I am now 43% over my target for this year.

Tele-Sales Executive - Wholesale Artistic Material Supplier

I think the course was really spot on. It covered all the areas I expected it to cover and answered all my questions. Will try and put everything I learnt into practice and will let you know how I got on. A really good job.

Tele-Sales Executive - Online Recruitment Specialist

I liked the course and would be happy to sign up for another one. I think the topics were covered well and in a way that is easy to remember and fun to do.

Tele-Sales Executive - UK Software Supplier