Telephone Selling Skills
A Half day workshop

PRE-WORKSHOP WORK:

Please bring with you three examples of current or recent research/sales ideas that you have written or proposed to clients.

These will be used during the workshop when practising the skills that will be covered.

WORKSHOP AIM:

To increase the participant’s ability to manage a two-way telephone conversation in order to effectively convey an idea and receive feedback.

WORKSHOP OBJECTIVES:

By the end of the workshop participants’ will be able to:

Build positive rapport with clients through the use of good interpersonal skills
Understand different types of questions and when to use them to effectively manage client calls
Plan & prepare for a successful two-way telephone sales call
Effectively structure the call in order to communicate the message in a logical and persuasive manner.

Workshop Methodology:

The workshop has been designed to maximise participant involvement. A number of proven methodologies would be employed including:

Consultant led input
Group/individual based exercises
Recording of two-way telephone conversations
Feedback and Coaching

Workshop Content

Delivery Techniques For Successful Telephone Sales

Components for successful telephone sales
Developing positive interpersonal skills
Communication principles - impact and flexibility
Influence of non-verbal behaviour on telephone calls
Developing questioning & listening techniques
Practical application – specific ideas

Participants will conduct client telephone role-plays using tape recorders to capture calls for feedback and coaching sessions

Planning and Preparation

Content choice – clarity and effect
Planning, setting objectives
Structuring the dialogue
What’s in it for the client – Features and benefits
Gaining commitment skills – encouraging a positive result

The participants will conduct client telephone role-plays using tape recorders to capture calls for feedback and coaching sessions

Summary & Close