Telesales

Capita Learning & Development
Birmingham, London, United Kingdom

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

Course Description:

'' All sales, whether large or small, start with a single telephone contact. Undoubtedly though, the telesales call is the most challenging for sales professionals. This course is designed to give sales professionals a range of tips and techniques to maximise the opportunity for the sale and achieve targets.

Learning objectives

Describe the key qualities and behaviours of a successful telesales professional
Use your voice with impact during a telesales conversation
Open a call with confidence and gain the client’s attention
Structure and control a call in order to gain commitment
Handle objections in order to advance the call
Sell your product and service clearly and concisely
Improve your chances of gaining business through effective closing techniques.

Course content

The qualities of a successful sales person
Researching the client and preparing for the call
Communication - the 3 Ps of the voice - projection, pitch and pace
A four-part structure for controlling the sales call
Opening the call with impact - giving the client a reason to listen
Setting the agenda
Questioning techniques - using open and closed questions
Understanding the need - where do needs come from?
Probing techniques - using facilitation to build greater understanding
Active listening, summarising and empathetic techniques to build rapport
Selling your product and service using features and benefits
Closing the sale - how to gain client commitment
Objections - recognising and managing the four principal sales objections
The art of negotiation - how to use currencies on the phone
Service delivery - tips on how to exceed client expectations
Complaint handling - a five-stage process
Selling to large organisations
Individual and team practice sessions to consolidate the learning.
...''

Phone:0800 022 3414

School Address:

London Office:
17 - 19 Rochester Row, London SW1P 1LA

Birmingham Office:
Quadrant Court, 49 Calthorpe Road, Edgbaston, Birmingham B15 1TH


Jobs & Resumes: Birmingham, London
Houses & Roommates: Birmingham, London

Reception
Report writing
Righting written English
Running small projects
Situational leadership
Sponsoring Project Success
Stress management
Budgeting
Meeting skills
Supervisory management
Marketing of services in the public sector
copywriting
Time management
Think on your feet
Training the trainer
Valuing diversity
Workplace counselling
Writing for the web

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