Telephone Selling Training Course – How to plan a sales call

Posted on November 9, 2012 in Telesales skills

Selling on the telephone is very different from face-to-face sales and a telesales team require a specific set of skills and techniques if they are to be successful. It is not enough just to give them a contact list and tell them to ‘get on with it’. Successful results in telephone sales is a by product of successful telesales training.

We, at Total Success Training Ltd are always being asked if our Telephone Sales Training Courses and Telemarketing Seminars teach techniques ‘that really work’ in the real world’. The answer to that question is ‘YES’ because our trainers not only train sales techniques but have actually sold over the telephone in previous jobs. They are able to use their experience to train our delegates to understand the tools and techniques that will enable them to sell confidently and with flair.

We have over 20 years of sales training expertise and use our experiences to show the best and most practical ways to boost sales results and how to sell effectively.

Introduction to Selling, Telesales, Negotiation skills and Presentation Skills are some of the sales related courses trained by Total Success Training throughout the UK. If you require further information on our training courses please contact us.

FIRST TIME CALL

Call planning prior to the call is more than halfway to achieving a satisfactory outcome. Never attempt to phone a client for the first time until you have spent time preparing what you are likely to say and how you will deal with potential questions or objections. When preparing for sales, if you ask yourself; “What do I want and how will I get it?” and “What do they need and what can I offer to still get what I want?” you’ll have a great basis for your plan and strategy. The questions below are designed to give you a working checklist prior to making the phone call. Using them will prepare you for your sales and negotiations and increase your chances of success.

What do I want from this call? What are my call objectives?

Minimum

………………………………………………………………………………………………………

Maximum

………………………………………………………………………………………………………

CALL CHECKLIST

ð Who am I calling and how do they like to be treated?

ð Can I use their first name to make myself sound friendlier?

ð Do I know any thing about their personal life which I can use to build rapport?

ð What is the history of the relationship? Have there been problems before?

ð What information would it be useful to have available?

ð If they are unknown is there any way I can form a link with them (mutual interest, acquaintance, etc.) or use a third party as an introduction?

ð What is my opening statement? How can I get them talking on my terms?

ð What can I say that might improve their perception of my organisation, products or services?

ð What presentation of my product or service will be most effective?

ð What is the best settlement I can realistically hope for? What is the worst I would settle for?

ð What incentives can I offer them and how much room for manoeuvre do I have in my products, service, prices etc?

ð What will I do if agreement is not possible within my limits?

ð What objections will they raise and how will I deal with them?

ð Why should the client buy now or make an appointment?

ð How should I close the deal?

Who will benefit from the course?

This course is designed to give both new and experienced telesales professionals the confidence to approach, appoint, present to and close potential customers. Delegate numbers are limited to no more than eight to allow an environment where the maximum learning can be achieved. We use a combination of learning methods but place emphasis on role-play reinforcement of real life situations based on products and services relevant to the delegate’s organisation.

Our training is carried out in a risk free environment which encourages delegates to practice the skills needed for successful appraisals. We use a number of training methods including role-play, video, audio, workshops and group exercises to enhance the learning process.

Course Dates

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In-Company Courses

Total Success have developed a series of in-house training modules. These are designed so that an organisation can pick the training which is more applicable to its own needs and budget. Please call us to discuss your specific requirements

Total Success Training Packs

Why use a total success training pack

If you are looking to run your own training course but lack the materials and the time to develop a fully functional training seminar we produce a range of training materials and packs which will suit your requirements exactly. All of our packs and been written by our own training experts and we can guarantee that the training pack will satisfy your course requirements. Each pack will contain a full set of PowerPoint training slides, trainer’s notes, a course manual, and a full set of handouts and activities.

We have been running our courses since 1995 and have trained 1000’s of people via open courses and in-company seminars. We guarantee that the course you buy is the one we train. All courses are trainer and trainee friendly so you’ll be up and running quickly (depending on your training experience).

We know how difficult it is to choose amongst the many training materials available on line, that’s why we have 3 packages that will suit you needs. With our gold, silver and bronze packages you can choose the training format that’s right for you and your budget. Call us 0044 (0)208 269 1177 to discuss your requirements or email us info@totalsuccess.co.uk

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Related information

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