Course code: CSE-TST - call 0845 071 2801
Overview
Course duration: 1 day.
Selling over the phone is an art, and this course addresses it from the very beginning. Using audio recording equipment, delegates benefit and learn from hearing themselves selling on the phone.
Is it right for me?
Sales Executives who are selling over the telephone and who have had no formal sales training.
What will I learn?
By the end of this highly practical course, you will be able to:
- Employ practical skills that will transfer to your sales environment
- Concentrate on the building blocks of the sales structure with taped roleplays on your own products
- Benefit from detailed evaluation and action points from the trainer
Pre-course Activity
Please send at least 14 days prior to course a copy of your organisation's publication and media pack by post to Hemsley Fraser Group Limited, St James Court, 74-94 Fore Street, Saltash, Plymouth, PL12 6JW.
What will it cover?
What is Selling?
- Exploring the buying psychology
- Building an effective sales profile
The Sales Structure
- Defining an effective sales structure
- The benefits of a sales structure
Question Techniques
- Exploring client needs
- Deciding your opening
- Using different types of question
- What information do we need to know
Recorded Telephone Selling Practical Exercises Plus Feedback
Selling Benefits
- What is FAB?
- Summarising client needs
- Presenting a tailored sales solution
- Stimulating feedback, getting the client involved
Gaining Commitment
Closing the Sale
Further courses to consider
CSE-F2F: Face-to-Face Selling