Telesales Excellence™
With the advent of technology and the rising cost of business travel, more and more companies are focusing on driving sales revenue via the telephone, email, and other web-based technologies. The Telesales Excellence™ program from Sales Excellence, Inc. is designed specifically for sales professionals who sell primarily over the phone, via email, and using other interactive technologies. It is available as an onsite workshop or a series of one-hour web workshops.
Outcomes and Results
- Do your telesales (inside) salespeople have trouble getting through to the right people within your prospective client’s organization?
- Does your sales team ever experience buyer apathy when they try to create interest the products and services they sell over the phone?
- Once they find a prospect that is interested, do your inside salespeople have trouble turning that “interest” into and “order”?
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- Leverage a variety of communication mediums to reach and capture the attention of busy, hard-to-reach prospects.
- Earn your way through receptionists, executive assistants, and other gatekeepers as opposed to trying to sneak around them.
- Use diagnostic questioning techniques to identify sales opportunities and stimulate interest in the results you can help your client achieve by using your product and services solutions.
- Understand who and what is involved in your customer’s buying process and help them work through that process.
- Identify, handle, and overcome customer objections to taking the next step in their buying process.
- Ask for commitment to move forward and bring sales opportunities to closure.
- Utilize web conferencing and other technologies in your telesales process.
. . . and much more!
- Workshop Agenda
Workshop Agenda – Two-Day Format
Day One – Morning Session
How selling over the phone is different than selling face-to-face
The challenges of selling when you are not “in front” of your customer
Targeting the right prospects and preparing before you call (exercise)
What you can learn about a prospective client before you call (exercise)
Leveraging networking and referrals to warm up your callsDay One – Afternoon Session
How to build rapport, earn trust, and create relationships over the phone
Crafting questions that get your prospective client talking
Using diagnostic questioning to stimulate customer interest (exercise)
Creating a vision of doing business with you over the phone
Employing diagnostic questioning techniques over the phone (exercise)Day Two – Morning Session
Understanding your customer’s buying process (exercise)
Leading your customer through their buying process
Broadening your relationship footprint over the phone (exercise)
Leveraging technology to move sales opportunities forward
Keeping your sales opportunities “moving”Day Two – Afternoon Session
Using closing questions to gain commitment over the phone (exercise)
Identifying, handling, and overcoming customer objections (exercise)
Essential negotiation techniques for telesales professionals
Fostering customer retention and repeat business - Delivery Options
Delivery Options
This program is available as an onsite workshop or a series of one-hour web workshops.