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.
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CALL STRATEGY SHEET – SAMPLE |
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| Objective | Set up meeting with prospective customers |
| Target Customer | Local companies with £0.5 million + in revenue |
| Offer | Set up presentation meeting, with 15% discount on first order |
| INTRODUCTION
(The introduction verifies you have reached the right contact and provides the customer with your name, your company name, and the purpose of the call. Try to gain the customer’s interest with an attention-grabbing statement of purpose.) |
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Hello, am I speaking with Ms. Mitchell? My name is Jane Jones from The Gift Store. I’m calling today to discuss how our innovative and exciting Christmas giveaways and gifts will help you thank your valued customers for their business over the past year. Are you responsible for selecting customer gifts and giveaways? Do you have a few minutes to talk now?
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| QUESTIONS
(Questions help the transition from the introduction to the recommendation. Use open-ended questions to keep the conversation moving, determine needs, and involve the customer in the call.) |
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• What kinds of customer gifts has your company given in the past? • How did customers respond to last year’s gift? • What do you hope to gain by giving customer gifts? • How much do you have in this year’s budget for giveaways? • How could The Gift Store help you with your Christmas planning?
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| RECOMMENDATION
(Explain what you are presenting and how it benefits the customer. Remember, customers buy benefits, not features. Tell the customer how your product or service makes life easier/ cuts costs/ increases revenue etc.) |
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The reason I’m calling today is to present a special offer from The Gift Store. Our local gift consultant, Jack Smith, would like to schedule a meeting to show you our extensive gift catalogue and help you come up with a Christmas gift that your customers will love, without exceeding your budget. We help hundreds of businesses thank customers every year with our high-quality unique appreciation gifts. Plus we’ll give you a 15% discount on your first order, just for meeting with Jack Smith, our sales consultant.
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| POTENTIAL OBJECTIONS
(Anticipate possible customer responses or objections. These help you respond quickly and move on to the close. Include as many potential objections as possible. If necessary, list them on a separate page.) |
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“I don’t have time to meet.” I understand you’re very busy. However, the presentation takes as little as 30 minutes, and we can work around your schedule. Would you be able to meet sometime in the next two weeks? (Alternative response: I understand your schedule’s busy. What if I send you a catalogue and a proposal first, and schedule a follow-up meeting after you’ve had a chance to read the catalogue?)
“We’re happy with our current supplier.” I’m glad to hear you’re happy with your current supplier. I think you’ll find that we have some unique products that other local companies aren’t yet offering. I’d love to schedule a meeting between you and our consultant, Jack Smith so he can share some ideas for delighting your customers with some great giveaways.
“I don’t have much to spend this year”. We have gifts that start from as little as £3. If you could share your budget requirements with me, we could review ways The Gift Store can meet your budget needs while giving your customers innovative Christmas gifts.
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| CLOSE
(Finish the call by asking for the order—whether that is a purchase or a meeting. Use one of many sales techniques, such as: assume the customer wants to order, offer alternative ways to say yes; or just be direct.) |
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So, Ms. Mitchell. Can I set up a meeting with Mr. Smith for you next Wednesday? Thank you for your time. I’m sure you’ll be very pleased when you see how our products will help you say thanks to your customers. We’ll see you next week.
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| FOLLOW UP
(Ensure you fulfil on the promises made and ensure both parties understand what they have agreed who will do what and what time scales have been established.) |
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* What we have agreed? * Who is going to do what? * What have I to do? * When must I do it? * What have they agreed to do? And by when? * How will I honour all promises made, immediately? * Note all future actions in your diary immediately as the call has finished * Restate all agreements at the end of the call and put them in writing to the client
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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
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.
- Telephone Selling Training Course – How to sell benefits
- Telephone Selling Training Course – What is the difference between listening and hearing?
- Telephone Selling Training Course – Question Categories
- Telephone Selling Training Course – How to uncover the needs of a customer
- Telephone Selling Training Course – Questions to ask to qualify the customer
- Telephone Selling Training Course – Why do customers buy?
- Telephone Selling Training Course – Sample Call Strategy Sheet
- Telephone Selling Training Course – How to plan a sales call
- Newsletter Sales/Telesales – Designing a Sales Contact Strategy That Gets Results
- Telephone Selling Training Course – How to open the telephone call effectively
