Successful Selling Over The Telephone

by Courtney Associates t Claim Listing

Exploring the changing face of ‘cold calling’ and customers expectations when dealing with people over the telephone

£250

Contact the Institutes

Fill this form

Advertisement

Courtney Associates t Logo

img Duration

1 Day

Course Details

Introduction and Context to Successful Selling Over The Telephone

  • Exploring the changing face of ‘cold calling’ and customers expectations when dealing with people over the telephone

  • A ‘day in the life’ of your prospect…

  • Key reasons behind high rates of success and the ‘likeability’ factor of the callers

  • Identifying what the ideal appointment getting person would be ‘saying & doing’

Successful Selling Over The Telephone

– The Importance of Researching the Customer, and Your Own Offering

  • How to quickly and effectively research your prospects / call list in the 4 main areas i.e. personal; their role; their business; their industry – using the Web, Linkedin and Trade /Sector Publications etc.

  • What we know about your own products / services and organisation, and how it can be used to make a difference

– How to Quickly Build Rapport and Trust on the Telephone

  • Why first impressions count; and how we can shape the impressions we convey over the telephone

  • Creating a professional image on the telephone (words v tone!)

  • Choosing our persona for the ‘initial opening’ and ‘lasting impression’

  • The elements of ‘Trust’ and how to demonstrate and build it on your calls

– How to Create Curiosity and Developing Your Planned Approach

  • The use of ‘curiosity’ to engage with our prospects – how to develop the topics that will create it

  • Identifying what is important to your prospect i.e. using the ‘who’, ‘what’, ‘why’ model for engagement

  • Deciding on the ‘approach’ you will use through the call; practice scripting – examples of good and bad approaches

  • Developing and finalising your script; script tests (with Peers)

– Implementing the Call

  • Identifying who your talking with; and using the appropriate approach

  • Making a Gatekeeper discussion productive

  • Managing a referral / colleague discussion

  • Listening skills; using verbal nods and looking for engagement ‘hooks’

  • Questioning skills that will shape the right outcome

– Turning the Conversation into an Appointment

  • Over-coming objections

  • Examining the common tactics used by gatekeepers / prospects to avoid committing

  • Examining the common phrases, and the ideal riposte’

  • Avoidance approaches to avoid being drawn into a sales discussion

  • Using the ‘curiosity’ or ‘hook’ information to demonstrate the ‘worth’ of the prospect agreeing to an appointment

– Confirming The Appointment

  • The importance of an immediate ‘thank you’ and confirming the appointment

  • How to add value after the call – to continue building ‘Trust’ in the relationship between your business and the prospects

  • What actions need to be undertaken prior to the meeting

  • Action Planning session for delegates to focus on their plans for the following week

  • Chester Branch

    Station House Central Way Warrington Cheshire WA2 7FW, Chester

Check out more Telephone Skills courses in UK

Aspire Training Team Logo

Customer Service Training

Customer Service Training course, participants will be able to improve their service skills, regardless of whether their interaction is over the phone, via the computer or face-to-face, these skills will supply you with everything you need to provide the best experience for your customer.

by Aspire Training Team [Claim Listing ]
Media Training Logo

Customer Service Course

Our course will give you the tools to deliver exceptional customer service. Learn the skills you need to keep your customers happy.

by Media Training [Claim Listing ]
PETA Logo

Customer Service and Sales

Customer Service and Sales course is offered by Peta. Delight your customers and create loyalty across your business

by PETA [Claim Listing ]
Keys Training Logo

Customer Service Skills Training Course

The primary aims of this one day instructor led course are to refine the communications skills and revitalise the attitudes that transmit real Customer Care and to assist delegates to interact on the telephone with customers in a productive and positive manner.  

by Keys Training [Claim Listing ]
R2 Training Logo

Telephone Skills Training Course

A one day Telephone Skills Training Course that includes the Qualities and Key Skills to help you develop and maintain customer relationships and achieve success when using the Telephone. 

by R2 Training [Claim Listing ]
  • Price
  • Start Date
  • Duration

© 2024 coursetakers.com All Rights Reserved. Terms and Conditions of use | Privacy Policy