Professional Selling Over the Phone

Duration:

One day

Description:

This course teaches participants about using the telephone for professional selling. Participants will learn how to prepare scripts, manage calls, implement components of an effective voice, listen to feedback, and ask questions to increase sales.

Course activities also cover finding prospects, discussing the type of information to leave on prospects' voice mail, maintaining a positive attitude, identifying the components of the soft sell, and building and maintaining relationships with prospects. Participants will also learn about gaining feedback from customers, addressing rejection, resolving objections, and closing a sale. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success. 

Course outline:

Unit 1: Preparing for telesales

• Topic A: Preparing the workspace
• Topic B: Preparing to write telesales scripts

Unit 2: Essentials of telesales

• Topic A: Communication essentials
• Topic B: Handling telesales calls

Unit 3: Prospecting

• Topic A: Generating telesales prospects
• Topic B: Interacting with prospects
• Topic C: Cold call strategies

Unit 4: Closing a sale

• Topic A: Closing sales over the telephone
• Topic B: Addressing telesales challenges
• Topic C: Maximizing telesales performance