Telephone Selling Training Course – Questions to ask to qualify the customer

by ltconsulting on November 9, 2012

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.

The quality of the sale depends on how secure the client feels about buying your product, but many “great” sales are ruined because the person we are speaking to cannot actually make the final decision. We must find out if they are qualified to spend the money; have the necessary authority to agree the deal and that they have a need for the product. We call this ‘qualifying the client’ so that we know we are speaking to the right person; the decision maker and not wasting our time.

CRITERIA NEEDED TO QUALIFY THE SALE

Contact the M.A.N. (Money-Authority-Need)

  • Does the customer have access to the budget?
  • Can the customer sign the order or do they need to have it agreed by someone else?
  • Does he/she have the necessary authority to agree the order?
  • Does he/she have the need for the product/service or do you need to speak to another department?

Questions to ask to qualify the customer

What is the decision making policy of your organisation?

How many decision makers are there in the organisation?

How budget conscious are you when you are coming to the final decision?

Who else needs to be involved in the decision?

What time deadlines do you have in making your decision?

Who else should I also speak to regarding this?

What needs to happen for you/your organisation to agree this deal?

What specifically would your senior partners need to see to agree the deal?

For this to go ahead, what happens next?

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

  • November 1, 2017
  • November 9, 2017
  • November 29, 2017
  • December 13, 2017
  • January 10, 2018
  • January 25, 2018
  • February 14, 2018
  • March 1, 2018
  • March 14, 2018
  • March 29, 2018
  • April 11, 2018
  • April 26, 2018

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

Related information

Total success training also produced a number of newsletter webpages that carry great information on all our training topics.  Below you will find a selection of related newsletter pages. You can click on any of the links and they will give you stacks of really interesting information relating to this subject t. If you like the content of these pages you can subscribe to our newsletter page and we will send you a newsletter every month. we update our pages very regularly so will always be more great information each time you log onto our site.

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