Objectives:
At the program's conclusion, participants should be able to:
- Develop the right mindset in tele-sales to overcome fears of rejections
- Capture prospects’ attention and interest in tele-sales
- Handle different types of customer’s objections and turn it into sales opportunity
- Ask good questions to identify prospects’ desire & increase engagement
- Excite your prospects toward your products and services
- Follow up effectively to nurture cold leads to warm leads
- Identify prospects’ verbal signals and close the sales using different closing techniques
- To help salespeople uncover their blind spots in tele-sales
- To increase salespeople’s confidence in doing tele-sales
Course Outline
Pre-Work: Record Their Sales Calls & Submit to Trainer
Module 1: The Psychology of Telemarketing
- The Fear Factors in Sales – Overcoming the Fear Factors
- Developing Positive Beliefs for Sales Success
- Pre-Call Preparation
Module 2: The Critical Opening – How to Attract Customer’s Attention and Interest?
- The 30 Second Rule to Make a Good Impression – Your Voice & Your Message
- 3 Critical Skills Required In the Opening
- The Call Opening Strategy: How to Attract Customer’s Attention and Interest?
- Techniques In Handling Uninterested Customers (e.g. No Time, Not Interested, No Need, Just Send Me the Brochure)
- Sales Role-Plays: Practice Sales Call Opening
Module 3: Handling Customer’s Objections & Closing Techniques
- Role-Play: Understand Their Current Habit In Handling Customer’s Objections
- Common Mistakes In Objections Handling
- The Objection Handling Strategy and Techniques: ACRC Model
- How to Lead Customers When Handling Customer’s Objections
- Sales Role-Plays
Module 4: Qualifying Prospects and Understanding Customer’s Needs
- How to Qualifying Potential Prospects?
- Effective Sales Questioning Skills & Effective Listening Skills
- Customer Buying Psychology: Logical Needs vs. Emotional Needs
- Group Brainstorming: Developing Your Questions Pool
- Sales Role-Plays
Module 5: Excite Your Prospects Toward Your Products & Services
- Feature-Selling vs. Benefit-Selling vs. Fear Selling
- How to Present Your PODs in a Convincing Manner?
- How to Present Your Price Effectively to Increase Customer Perceived Value?
- Sales Role-Plays
Module 6: Effective Follow-Up & How to Get to the Close
- Effective Follow-Up Skills to Nurture Cold Leads to Warm Leads
- Pitfalls When Closing the Sales
- Identify Verbal Buying Signals In the Sales Calls
- Effective Closing Techniques