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Telesales for Telecoms

  • Course Name: Telesales for Telecoms
  • Duration: 2 days
  • Technical Level: N/A

Overview

This interactive workshop covers the skills required to sell effectively and efficiently using the telephone. It includes tried and tested techniques for earning the customer's time and winning the business. Common selling challenges are explored and a range of practical and pragmatic selling skills are practised.

The workshop is conducted in an energetic and motivational climate with an emphasis on the building practical approaches to specific challenges. The issues surrounding 'calling fatigue' and low telephone activity are addressed and assertive working practices are explored and established.

Who Should Attend?

This workshop is designed for sales people who use the telephone as their primary sales tool to carry out proactive sales campaigns.

Key Benefits

The training will equip you with the skills and techniques required to make outbound sales calls in competitive markets and to assertively engage the customer. You will learn 'cold calling' strategies as well techniques for handling difficult objections.

Course Objectives

  • Understand the key fundamentals of sales psychology and how they apply to the telesales role
  • Recognise leading telephone sales methodologies and understand how they apply to their customers
  • Identify key business drivers within customers and target organisations and recognise their impact on decision making processes
  • Make structured and focused sales calls to new and established customers
  • Open sales calls with confidence and purpose
  • Establish a rapport with the customer and use empathy to build trust
  • Understand the key influencing and communication skills required for successful telesales and recognise their own developmental needs for these skills
  • Use a structured 'Probing Cycle' to understand a customers needs and to build the value of the sale
  • Create powerful descriptions of products and services and a strategy for articulating their value to individual companies
  • Close with confidence and authority and negotiate the best possible 'win-win' solution
  • Handle objections and drive the sales forward

Course Requirements

A basic understanding of mobile telecommunications would be an advantage, but is not essential.