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