Tag Archives: Dale Carnegie

How To Successfully Sell On The Phone

How To Successfully Sell On The Phone

Did you know that:
80% of business contact is done by telephone.
85% of business success depends on telephone communication.
95% of managers do not know how to communicate with clients and effectively and sell over the phone!
WHAT TO DO?
Training on effective sales call

Consultant: Chris Jackson.
Target audience – Executives and Sales Managers; Sales Personnel & Procurement Managers; Employees of Call-Centers.


TRAINING OBJECTIVES
  • Learn effective sales techniques on the phone
  • Work out the techniques and technologies to overcome the barrier and reach the Decision Maker
  • Learn effective Sales Techniques and Negotiating over the phone
  • Analyze and identify reasons for calling the Client & turn that Cold Call into a sale.
  • Speech scenarios of entering into contact with the Prospect & present them a business proposal
  • Types and kinds of objections on the phone
  • Basic rules of telephone etiquette
RESULTS OF TRAINING
  • Mastering the techniques and skills to effectively communicate by phone
  • Attracting customers through professional and mentally competent communication by telephone
  • Removal of barriers in the process of stress first call the Customer
  • Increase successful telephone contacts
Part 1. Preparations for talking on the phone
  • Specifics of telephone contact
  • Why is harder to sell on the phone?
  • The importance of emotional and psychological mood
  • Common mistakes and difficulties in the process of telephone communication with the Client
  • Basic quality and basic skills of a manager
  • “Telesales” is a game you need to master
Part 2. The process of selling goods over the phone
Step 1.  Getting past The Gatekeeper:
  • That first call. How to talk to the Gatekeeper
  • Using your tone to get what you want to know
  • What to say when the Gatekeeper says “NO”
  • Examples of “How to effectively sell over the phone”
Step 2. Presentation of a business proposal on the phone.

“Personally, I love strawberries and cream, but the fish that I catch on a fishing trip, alas, prefers worms. ” (Dale Carnegie)
  • Basic rules of welcome and entering into contact
  • Determining the type of client and identify their needs.
  • Delivering a business proposal to the Client.
  • Exercising “Empathy”
  • The Cold Call is a two-way conversation
  • Techniques appointments meeting by phone target customers. “The tactics of alternative promotion.
Step 3. Working with Objections
  • Reasons for objection and the general rules of communication manager in the process of objection
  • Types and forms of objections:
    • – “We are pleased with our supplier …”
    • – “Your product/service is too expensive …”
    • – “If we are interested we will call you back …”
    • – “Not Interested …”
    • – “Tell me how much it costs
    • – “Send a proposal by fax (e-mail)»
    • Etc.
  • Conduct training on the refinement of the above objections. Error analysis and correction.
Step 4. Methods of Leading the Prospect into the sale.

Step 5. Ending The Call.
  • Phrases in parting with the Client
  • Positive Client Programming
  • Methods of remembering the manager, his suggestions and his company

EACH PARTICIPANT IS PROVIDED
– A set of teaching materials
– CD of the Workshop
– Copies of the books “The Art Of Telemarketing”, & “Pick Up The Phone”.
COST OF PARTICIPATION IN TRAINING:
$179.95 USD Per Participant.
The price includes: Information and consulting services; Collection of materials; Coffee breaks; Lunch; Discussion papers and exchange views with the lecturer.
Seminar Time: 9.30am – 5.00pm over 2 days
Break: 1.30pm – 2.30pm
Early Registration Discount – 10% Discount

Registration: E-Mail: Sell On The Phone Seminar Registration.

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