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Professional Telephone Sales Techniques

One Day Course


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.

© Candida Bowman 2005-2019

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