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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

Course Outline

  1. Course Overview
  2. Pre-Assignment Review
  3. Verbal Communication
  4. Being Yourself and Sounding Your Best
  5. A Service Image
  6. To Serve and Delight
  7. What You Say and What it Means
  8. Planning the Ideal Answer
  9. Exceptional Things about Telephone Sales
  10. Building Trust
  11. It’s More Than Just a Phase
  12. Phases of Negotiation
  13. Types of Negotiation
  14. Communication Essentials
  15. Active Listening Skills
  16. Ten Ingredients for Good Communication
  17. Asking Good Questions
  18. Developing Your Script
  19. The Basic Script
  20. Sample Script
  21. Making the Script Yours
  22. Pre-Call Planning
  23. Phone Tag and Call Backs
  24. Following Up
  25. Closing the Sale
  26. Personal Action Plan
  27. Recommended Reading List
  28. Post-Course Assessment


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