Telephone Sales

Silicon Beach Training Ltd.
Brighton, East Sussex, United Kingdom

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' This Telephone Sales training course has been designed to help telesales people to gain the skills and knowledge needed for effective telephone selling.

Telephone Sales Training Course Objectives
Whether you are a new recruit or an experienced salesperson, the aim is to improve your performance to increase sales.

At the end of the Telephone Sales training course, delegates will know the principles of selling over the telephone, the structure of the call cycle and relate customer needs to their products and services through the process of effective questioning, listening and identifying buying needs and criteria.

Telephone Sales Training Course Content
The Definition of Selling
Glossary of Sales Terminology
Skill knowledge and attitude
Converting enquiries into sales
Incoming calls
Buying Signals
Finding the MAN
Who are we trying to sell to?
The Sales Cycle
The A I D A Sales Structure
Attention
Interest
Desire
Action
Features, Advantages and Benefits (F.A.B.)
What is a Feature?
What is a Product Advantage?
Express the feature, explain the advantage and deliver the sales benefit.

Questioning Skills - When and how to use:
Hypothetical
Leading
Reflective
Specific or Probing
Closed
Open
Situation Questions
Problem Questions
Explicit Needs
Implied Needs
Listening Skills �Are You a Good Listener?
Closing Techniques
The Alternative Close
The Assumptive Close
The Summary Close
Reasons for Low Feedback

Objection Handling
Listen
Specify
Question
Answer
Confirm
Close
Hidden Objections
Confidence
Defensiveness
Four More Techniques for Handling Objections
Feel, Felt, Found
Agreement
You’re right, however...
...''

Elements of this syllabus are subject to change.

Phone:+44 (0)1273 622272

School Address/Venue(s):

86 Gloucester Road
Brighton
East Sussex
BN1 4AP
UK

Jobs & Resumes: Brighton
Houses & Roommates: Brighton

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