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Telemarketing – Using the Telephone as a Sales Tool

This course is currently available as E-Learning, or a private instructor-led class scheduled to suit your availabilty. You can click here to inquire further or you ask us for recommendations on similar classes.

Recommended Prerequisites

No prerequisites are required for this course.

Course Overview

Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. This course will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales success. We will also talk about how to hone your communication skills, your ability to persuade, and techniques to personalize each sales call.

Learning Objectives

Build trust and respect with customers and colleagues
Warm up your sales approach to improve success with cold calling
Identify ways to make a positive impression
Identify negotiation strategies that will make you a stronger seller
Create a script to maximize your efficiency on the phone
Learn what to say and what to ask to create interest, handle objections, and close the sale

Course Outline

Course Overview
Pre-Assignment Review
Verbal Communication
Being Yourself and Sounding Your Best
A Service Image
To Serve and Delight
What You Say and What it Means
Planning the Ideal Answer
Exceptional Things about Telephone Sales
Building Trust
It’s More Than Just a Phase
Phases of Negotiation
Types of Negotiation
Communication Essentials
Active Listening Skills
Ten Ingredients for Good Communication
Asking Good Questions
Developing Your Script
The Basic Script
Sample Script
Making the Script Yours
Pre-Call Planning
Phone Tag and Call Backs
Following Up
Closing the Sale
Personal Action Plan
Recommended Reading List
Post-Course Assessment