- Advantages of telephone selling
- Which products and services are telesales suited to? Any exceptions?
- 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