Optimizing Tele-Sales

Premise:

Without face-to-face customer contact it can be more difficult to be an effective communicator, active and empathetic listener and business partner.

Purpose:

To enable sales people to professionally develop customers and build profitable business using the telephone.

Outcomes:

Participants will

• Learn to apply fundamental business principles to telephone selling
• Be able to plan and manage a sales territory via the telephone
• Be able to build rapport via the telephone
• Learn specific communication methods for the telephone
• Be able to make a persuasive presentation via the telephone
• Resolve objections over the telephone
• Learn to implement effective telephone follow up

Learning:

• Basic business principles
• Adapting the telephone for business
• Time management for the telephone
• Call planning
• Remote call execution
• Assessing the buyer's style and personality by listening
• Using your voice to establish rapport
• Effective verbal communication tactics
• ARUCON ä objection handling procedure
• Strategic Selling ä presentation format
• Remote follow-up

Participants:

• All members of the organization who use, or want to use, the telephone to sell or service customers

Format:

• Facilitator presentation and demonstration on new learning
• Individual and team-based workshops, case studies and tailored role plays - optional videotaping
• Templates of specific action plans
• Individual, team and group facilitated feedback

Endorsement:

• Level I Capability

Pre-Requisites:

• None