Marketing - Sale - Negotiation
TELESELLING

WHO SHOULD ATTEND

• The company's entire telephone sales force.
  
• The sales managers who coach it.
  
• Face-to-face salespeople who also sell or make appointments by telephone.

OBJECTIVES
Transform the telephone into a sales tool that is effective and agreeable to use from both the customer's and the salesperson's perspective.

PROGRAM OUTLINE

• Advantages and disadvantages of selling by telephone.
• The two factors responsible for communicating effectively by telephone: words and voice.
• Preparing the call.
• Establishing a successful rapport.
• Sidestepping filters.
• Uncovering customer needs:
  • the customer's technical needs
  • the customer's psychological needs
  • the art of asking questions
  • the rules of good telephone listening.
• Rephrasing customer needs.
• The sales pitch.
• How to handle objections.
• How to follow up on a complaint.
• Closing the sale.
• Ending the call.
• The follow-up.
  

SUPPORT MATERIAL PROVIDED AT END OF TRAINING
Creation of a sales pitch for the company.

DURATION
Basic course: 2 days
In-depth course: 3 days