Telephone Selling Skills (A Half day workshop)
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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