06-12-2020 - 17-12-2020	5800	دبي

Course Introduction:

Effective salespeople are fundamental to any organization. In an increasingly competitive market, companies realise they must adopt a proactive approach to increasing sales and retaining their customers. This course is designed for people who represent their company's image by selling their products or services over the telephone, and who want to increase their company's long term business capability.

Course Objectives:

A clear understanding of the key skills of good telephone etiquette
Understanding how every individual who uses the telephone represents the company's overall image
Enhancing your verbal and vocal skills
Building on the basics - your attitude; your drive; your confidence
The seven steps of a telesale
Clearly identifying the telesales process
Applying the correct sequence to the sale, using verbal skills
The development and practical application of 'natural' telephone scripts
Identifying the most common objections and exploring ways to overcome them

Who Should Attend?

All staff who use the telephone as a tool to sell products or services directly to external customers, and who need to improve and develop their telephone selling techniques.

Course Outline:

Differentiating Your Organization From The Competition
Ensuring The 'First Impression' Is 'A Lasting Impression' - For All The Right Reasons
Attitude, Drive & Confidence
Verbal & Vocal Skills
Using Positive Language
How To Sell Professionally
Prospecting & Hunting For New Business
Why Do People Buy?
Identifying Customer Needs
Key Questioning Techniques
Understanding The Telephone Selling Process
Planning & Preparation
The Greeting
Identifying The Customer's Needs
Meeting The Customer's Needs
Closing The Sale
Developing Scripts - Using Variations Of Your Script - Practical Applications
Objections - Obstacles or Opportunities?
How To Handle Objections
Role Plays