Tele-Sales Skills (2 Days)

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