Target Audience

This module is designed for people who are tasked with achieving sales success through telephone contact with their customers. It is not aimed at developing high-pressure sales techniques or cold calling.

Purpose

Delegates will be introduced to a number of effective structures and techniques that will help build confidence and sales ability.

Programme Content

• Key tasks & responsibilities
• Steps of the telesales call
• Initial impressions
• Account intelligence
• Planning & preparation
• Selling tools
• Initial benefit statements
• Painting verbal pictures
• Brand talks
• Key buying motives
• Establishing needs & wants
• Features & benefits
• Gaining commitment
• Meeting & overcoming resistance
• Rephrasing & reflectingv
• Assertive solutions
• Personal Action Plan
• Tutor Observations Report

Methodology

Courses are conducted in a relaxed, participative & fun style. Delegates will be involved in both individual & group exercises including role-play activity to consolidate their understanding. Tutorial instruction and feedback will be provided throughout.

Outcomes

As a result of attendance delegates will:

• Adopt proven sales structures, which will help maintain call control and promote professionalism
• Be able to utilise a number of sales techniques and tools to achieve positive call outcomes
• Be more confident in their ability to influence their customers
• Have improved their ability to handle customer objections to their sales presentations

Venue

The BSSA Training Centre, Middleton Cheney, Banbury

2006 Dates

18 October

2007 Dates

5 February | 20 July | 22 October