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Telesales for Telecoms

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

Programme

  • Section 1 - Sales fundamentals and commercial awareness of the Telecoms industry
  • Section 2 - Influencing and communication skills within the sales call
  • Section 3 - Building powerful sales techniques
  • Section 4 - Winning business and increasing sales in competitive and challenging environments
Sales fundamentals and commercial awareness of the Telecoms industry
  • The practice and psychology of the decision making process (DMP)
  • Understanding customers and buying cycles
  • The traits and behaviors of successful sales people
  • The impact of multiple decision makers and influencers within DMP
  • Review of the Telecoms industry and key markets
  • Current market trends and the impact of technological and competitive forces
  • Key business drivers and their impact on buying decisions
Influencing and communication skills within the sales call
  • The practice and psychology of 'cold calling'
  • An overview of proven sales presentation structures
  • Establishing our credibility and describing our purpose
  • Establishing context for the sales call and creating a customer focused agenda
  • Using the Probing Cycle to:
    • Understand our customer, their needs and sensitivities
    • Demonstrate a consultative approach and build the relationship
    • Build the customer's perception of the value of our solution
    • Ensure that the decision to buy is built around our strengths
  • Describing our offerings and articulating their value to individual customers
  • Creating a common sense of purpose through empathy and rapport
  • Getting a positive and lasting commitment
  • Managing objections and moving the sale forward
Building powerful sales techniques
  • Building a powerful opening for cold calls
  • Managing early customer resistance to the call
  • Adapting the call to suit the demands and requirements of the customer
  • Creating a flexible communication style and using your personality
  • Using the power of our voice
  • Mapping individual sales strategies for different customer groups
  • Creating powerful and persuasive sales documentation
  • Strategies for building customer knowledge and adapting sales approaches
Winning business and increasing sales in competitive and challenging environments
  • Recognising potential sales barriers and their underlying causes
  • Understanding the core reasons for caller resistance and rejection
  • Adapting our strategies to individual market challenges
  • Building strong relationships with customers based on the exchange of value
  • Negotiation strategies to increase the perception of the value of our solution and handling competitor tactics
  • Winning referrals and recommendations from customers
  • Assessing your own sales performance and taking ownership of your own development