Professional Selling Over the Phone: Preparation and Strategies

Professional Selling Over the Phone: Preparation and Strategies offers the student guidelines for preparing the teleselling workspace and maximizing telesales calls. The program provides processes for preparing telesales scripts and managing telesales calls. In addition the program offers the student examples of communication techniques such as implementing components of an effective voice listening to feedback and asking questions to increase sales.

This is primarily online training This is an online eLearning or CBT training program Contact Serebra Learning Corporation for more information

Duration: 4 hours Training Presented in: English

Audience

The target audience for this series is Inside and Outside Sales Representatives Sales Managers Account Managers and Customer Services Representatives that use the phone in any part of the sales cycle.

Objective

• Sequence the steps for preparing to write an effective telesales script.
• Apply the steps for preparing to write an effective telesales script.
• Select qualities of an effective telesales voice.
• Identify listening techniques that can improve your teleselling performance.
• Respond appropriately to customers' communication styles.
• Apply the steps for creating a teleselling plan.
• Select guidelines to maximize the effectiveness of your telesales calls.

Topics Include

Unit 1: Preparing for Telephone Sales

• Match the guidelines for organizing your workspace with their corresponding reasons.
• Sequence the steps for preparing to write an effective telesales script.
• Apply the steps for preparing to write an effective telesales script.
• Simulation Overview:
• In this simulation you are a member of Icona s Internet Securities Division. You will meet with Paul White Marcus Da Angelo and Maggie Roberts to follow up on potential clients. At a recent trade show you and your team demonstrated one of your divisiona s newest advancements in Internet security: hacker prevention and insurance. The demonstrations and displays set up by you and your team during the tradeshow generated positive feedback and hundreds of potential clients. You brought back with you their business cards which include telephone numbers and e-mail addresses. Before you begin calling the potential clients you need to write a telesales script. You will join your team in a meeting and follow the steps for writing an effective telesales script.

Unit 2: Communication Essentials for Telesales

• Select qualities of an effective teleselling voice.
• Identify listening techniques that can improve your teleselling performance.
• Match communication styles customers exhibit with the actions that indicate which style they use.
• Respond appropriately to customers' communication styles.
• Match examples of telesales questions with their type.
• Simulation Overview:
• In this simulation you will meet with Jennifer Webber an experienced telesales representative to discuss the importance of correctly responding to customersa communication styles. Through your conversation with Jennifer you will gain a greater understanding of customersa communication styles.

Unit 3: Managing Telephone Sales

• Sequence the steps for creating a teleselling plan.
• Apply the steps for creating a teleselling plan.
• Select guidelines to maximize the effectiveness of your telesales calls.
• Simulation Overview:
• In this simulation you will meet with Ronald Spear to discuss the importance of managing telephone sales. Through a series of questions you will gain a greater understanding of managing and maximizing telesales calls.

Duration

4

Minimum Requirements

The CDROM version of this course requires:

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).
• At least a double speed CDROM drive.
• An MPC compliant sound card with attached speakers or headphones is recommended (Currently only the CDROM version supports audio).

• At least a 486DX 33Mhz CPU.
• Microsoft Windows 3.1 or higher and a Microsoft compatible mouse.
• At least 8MB RAM and 22MB available hard disk space or file server space.
• At least VGA graphics capability with a minimum 512K video RAM (1MB video RAM recommended).

Media

• Professional Selling Over the Phone: Closing a Sale
• Professional Selling Over the Phone: Prospecting