Advantages of telephone selling
Which products and services are telesales suited to? Any exceptions? What you need to be good at telephone selling.
Getting past the gatekeepers
Switchboard, reception and secretaries.
Know your product and service
- Key features and benefits. Main competition.
- Common questions and sticking points.
Personal preparation
Organising yourself, your records, your notes, your system, your day. Getting into the right frame of mind, positive emotional states and anchors.
Language and voice
Spoken and unspoken messages, creating a professional impression. Friendly, but not "in your face", business-like but not cold.
Questioning and listening
The two basic skills in sales communication.
Three types of sales call
The canvassing call, the presentation call, the closing. Purpose and process of each, step by step