Sales Training Workshops
High-Impact Telephone Sales
An Intensive Skill-Building Workshop for Business-to-Business Telephone Salespeople
Today, selling over the telephone is growing at three times the rate of the economy as a whole, replacing many field sales efforts. Not only are business organizations that harness the power of selling over the telephone contacting more prospects, they are closing more business, building relationships with more customers and realizing dramatic savings over organizations that employ field sales alone.
Business-to-business telephone selling is completely different from selling to consumers and requires specific skills. Knowing and understanding the special aspects of business-to-business selling can help shorten the sales cycle and provide a clear pathway to revenue growth, expense savings and increased equity.
This course will give your salespeople the tools to become highly productive over the phone –closing more sales, building customer loyalty and mastering this valuable sales channel.
The highly interactive workshop, High-Impact Telephone Sales, will teach participants:
- Why their approach must be completely different from that of a telemarketer
- How to identify and manage the “buying committee”
- Incisive techniques for open-dialogue calling
- Surefire methods to uncover customer needs
- How to avoid the deadly “features” trap
- A formula for creating right-on reference stories that build trust and encourage conversations
- How to plan a sales day that makes every minute count
- Ways to augment field sales by using the telephone
Participants will learn:
- To understand and use the High-Impact Telephone Sales model
- How to prepare for sales calls
- Strategies for collecting and managing key customer information
- How to probe for active needs of the customer
- How to position your product or service as the solution to customer’s problem or opportunity
- Strategies to ask for and close sales