Overview:

Selling over the telephone is both an art and a science. This course equips participants with an understanding of how the telephone works in a sales capacity, how to use it to optimum advantage, and the process for any sales call.

One-day course outline:

• Basic rules of selling and why people buy.
• Qualities of the telephone.
• The 7 Ps of professional telephone selling.
• The communication mix on the telephone.
• Accurate listening.
• Structure of a sales call (AIDA).
• Attention – first impressions.
• Interest – effective questioning to gather information and establish need.
• Desire – features and benefits.
• Matching benefits to customer needs.
• Identifying buying signals.
• Meeting and overcoming objections.
• Action – closing a sale and asking for the order.
• The importance of testimonials.
• Planning a call.
• Organisation.
• Personal action plan.

Benefits of the training:

• Understanding of customer buying needs and the sales process.
• The ability to steer a sales call.
• Awareness of customer buying signals.
• Positively meeting objections.
• Techniques for closing with confidence.