Selling over the phone (Telesales)
has always been important, and is the lowest-cost way to make direct contact
with potential clients. This 38-minute eSeminar will help you make better use of the
telephone as a "selling-tool"
Utilising slides + audio,
interactions and exercises you will learn the benefits of the phone as a selling
medium. You will be introduced to the importance of phone/calling metrics, and
how they should guide your calling behaviour, and you will understand the
concept of, and importance of data accuracy in Prospect Lists.
We will introduce the concept of
Questions, Statements and Tools that need to be used at each stage of the Sales
process, and how you should measure success. Techniques for working with
"Gatekeepers" are explored, as well as an introduction to Closiing techniques
that may be useful in a telephone-calling situation.
Vocal and "presentational"" techniques are out of scope.
NOTE - this course is appropriate for
Telesales and selling staff that have flexibility within the sales cycle. It
does not cover Telemarketing, where formal scripts are used, and where there is
little opportunity for personal creativity in the selling process.
