Telemarketing - Using the Telephone as a Sales Tool

Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. This will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales success. We will also talk about how to hone your communication skills, your ability to persuade, and techniques to personalize each sales call.

Specific learning objectives include developing the ability to:

• Build trust and respect with customers and colleagues.
• Warm up your sales approach to improve success with cold calling.
• Identify ways to make a positive impression.
• Identify negotiation strategies that will make you a stronger seller.
• Create a script to maximize your efficiency on the phone.
• Learn what to say and what to ask to create interest, handle objections, and close the sale.

TARGET AUDIENCE

Anyone

The following 11 subjects form the core of the courses:

• Session One: Course Overview
• Session Two: Pre-Assignment Review
• Session Three: Verbal Communication
• Session Four: To Serve and Delight
• Session Five: Exceptional Things about Telephone Sales
• Session Six: Building Trust
• Session Seven: It's More Than Just a Phase
• Session Eight: Communication Essentials
• Session Nine: Developing Your Script
• Session Ten: Pre-Call Planning
• Session Eleven: Phone Tag and Call Backs
• Session Twelve: Following Up
• Session Thirteen: Closing the Sale

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