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Courses > Business Skills Courses > Telephone Sales - Succeed & Overcome
Succeed In Telephone Sales
Target Audience:  

Sales, marketing and customer service professionals who would benefit from gaining an insight into how the telephone can be used as a significant sales and revenue generation tool.


At the end of the course participants will be able to:

  • Plan and prepare for outbound sales calls
  • Respond effectively to incoming calls and recognise sales opportunities
  • Use a range of techniques to develop more & better quality business from existing customers
  • Overcome gatekeepers and obtain vital information
  • Apply a structured outbound sales process to develop prospects
  • Be able to review and adjust personal call performance
  Duration: 2 Days
  Cost: £495 + VAT
  Course Date Location
Demand led
Call to request dates

Module One - Introduction

  • Key Components for Success on the Telephone
  • Create a Positive First Impression
  • Developing a Customer Orientated Approach
  • Use a Hook

  • The Sales Cycle

  • The Motive for Making the Call

  • Make Each Call Count


Module Two - Communication

  • Barriers to Effective Communication
  • Three Essential Elements to Communication

  • Techniques for Building Rapport
  • Insightful Questioning
  • Obtain Core Information
  • The Information Funnel
  • Active Listening

Module Three - The Buying Process

  • Knowing Why People Buy
  • The Decision Making Process

Module Four -  Approach & Strategy

  • Plan a Call & Enquiry Response
  • How to Work with Gatekeepers
  • Making Appointments Over the Telephone
  • The 4 ‘E’s  - Effective Telephone Sales Strategy
    • Establish - The Climate To Talk
    • Explore  - Questioning to
    • Establish Needs
    • Embellish - Match Benefits to Needs
    • End - Secure Commitment
  • Pitch Your Solution
  • Develop a Problem Solving Approach

Module Five -  Skills & Techniques

  • Anticipating & Dealing with Objections
  • Tips for Handling Resistance & Objections

  • Recognising Buying Signals

  • The Trial Close
  • Closing a Call to Secure Business
  • Techniques to Up-Sell or Cross-Sell a Customer
  • Following-up Potential New Business Enquiries