Telesales Essentials (WS5589)

Wednesday, 13th June 2012, Leeds City Centre

Overview

The ability to sell or make appointments over the telephone is an integral part of today's sales landscape.  Too many telesales-led companies see it as a numbers game - often closing more doors than they are opening. 

How do the professionals succeed on the telephone? What really works? What unintentional errors might we be making? Sometimes it's a good idea to step back and take a long look at how to make telesales work for you.

This dynamic, in-depth, one-day workshop will take delegates through well-proven methods and techniques to increase their telephone selling capacity and generate more income.

Learning Objectives

Following the workshop delegates will be better able to

• understand what makes target clients respond to some callers and not others.
• discover which barriers exist before we even pick up the telephone - and how to overcome them
• examine cold calling - how to make it work for us
• understand how to recruit, or find ways to get round, 'gatekeepers'
• discuss Voicemail pros and cons; look at some examples that get return calls
• formulate a powerful introduction
• find questions that work well - and how to really listen to the answers.
• discover how to welcome and handle objections
• discover 'constant closing', how to close and when to close

Related Workshops

If this event doesn't quite hit the spot, you may be interested in attending one of our other 1 day sales training courses. Follow the links below to view the overviews and scheduled dates.

Advanced Selling Skills

Fundamental Selling Skills

Successful Sales Account Management

Telesales Essential

Who Should Attend?

Anyone who uses the telephone to sell or make appointments or meetings and anyone who is involved in managing and motivating staff involved in this area. This could apply to finding new business or expanding business with existing customers.

Delegate Feedback

"Very beneficial to sales people and sales managers. Overall a very useful course - trainer very knowledgeable and engaging"
Team Leader - The Intraining Group Ltd

"Trainer was great - Thanks!"
Director - Developing Nation

"Very informative, in-depth and covers a lot of topics"
Sales Executive- Lion Speciality Foods

"Excellent course - good information, lots of learning points"
Fundraising Manager - The FED

Content

• Differentiation
  
  • Why is this important?
  • What makes us different?
  • How do we do this?
  • The importance of 'you'
    
• Mountains/barriers
  
  • What problems do we face before we even pick up the phone?
  • Customers’ perceptions
  • Consulting mindset
    
• Cold calling
  
  • Why? How to make it work for you
    
• Call processes
  
  • Why? From “Hello” to “OK” - not a script
  • Put together a process that works for you
  • Break it down into its component parts and improve each one
    
• Preparation
  
  • How to really prepare for the call
  • Mentally, physically - and what else do you need?
    
• Gatekeepers
  
  • How can we make them work for us?
    
• Leaving a Message
  
  • What do you want it to achieve?
  • How can we make it do this?
    
• Introduction
  
  • What must it do? Some examples
  • What must you not do? Some waffle-busters
  • Begin the process of controlling how they see you
    
• The First 15 Seconds
  
  • Why is this so vital?
  • Rules of Engagement and Differentiation
    
• Observation
  
  • What are you listening for?
    
• Questioning Skills
  
  • The engine that drives the process
  • The Questioning Funnel
  • Building value before selling
  • Questioning techniques and examples
  • Questioning Template – putting it all together so far
    
• Listening Skills
  
  • Why are these important?
  • Common errors and how to combat them
    
• Objection Handling
  
  • The handling process
  • Q &A, some common objections and how to handle them
    
• Closing
  
  • What is closing?
  • Why is it a problem for some people?
  • The Principle of 'Constant Closing'
    
• Recap and Discussion
  
  • What have you found most useful?
    
• Review
  
  • How will you take the training forward into your company?

 

Facilitator

Our trainer, who has an MBA and extensive practical experience in several disciplines, has worked at Director level in both the private and public sectors. With strong international experience in the USA, Europe, Africa and Asia he speaks fluent French and good German.

After a successful business career, from international buyer, Sales Director to Managing Director of a transnational company, he has become a professional trainer designing and delivering dedicated training packages to the Private and Public Sector in the UK, USA, Middle East and Europe. He is a hands-on professional with the personality and communication skills to pass on his experience.

While using some theory for structure, the short burst high impact methodology our trainer uses explains the techniques and then embeds them with hands-on practice applying the skills to each delegates’ actual work situation.  Not only do the techniques and ideas become second nature but the organisation sees real results on the bottom line.

Venue and Travel

Venue details and travel information will be included in your confirmation email. If the venue has not been confirmed at the time of booking, then the information will be emailed to you closer to the event.

Booking & Confirmation

Bookings will only be accepted on receipt of full payment PRIOR to the event via cheque, BACS or credit card.  Cheques to be made payable to ‘National Training Resources Limited’.

All reservations will be confirmed by email within two days of receipt of your completed booking form and payment in full and will include venue details and times.

Please direct all conference queries to the Conference Team.
Tel:  0845 130 6152 or 01827 63919.
Fax:  01827 60836 or 01827 61428. 
Email: conferences@national-training.co.uk

Terms & Conditions

Please read our full terms and conditions. Completion and return of the Booking Form constitutes a contract between yourselves and National Training Resources Limited.  Delegate cancellations/transfers are only accepted up to 3 weeks prior to the event and are subject to a small administration charge. Delegate substitutions can be made at any time.  We reserve the right to cancel or alter the event at any time.