This Course Can Also Be Run As An In-House Course For Your Team

"The Telephone Selling Skills Masterclass"

A 1-day workshop where you will...

Learn The Right Approach, Techniques And

Strategies To GENERATE More New Business

And CLOSE More Sales Over The Telephone

Overview

If you need to generate more leads, set up more more appointments or make more sales over the telephone, then this is a 1-day must attend workshop. You will cover all of the essential telephone selling skills that you need to feel comfortable in making and dealing with those cold calls.

Selling over the telephone is a specialist activity whether you are selling the appointment or a product direct and is different to face to face encounters so it is vital that you can learn the techniques and strategies that are best suited for lead generation and selling over the telephone.

• Telesales staff
• Telemarketing staff
• Incoming call handlers
• Outbound sales staff
• Business development managers
• Sales people who have had no formal training on the subject before
• Sales people who need a refresher and need to get "back to basics" and refocus their time and effort
• New sales people
• Client relationship managers
• Account managers
• Business development managers
• Commercial managers

What Will You Gain From the Course?

• Learn what a great job looks like
• Learn the most effective outbound telephone sales calling model
• Learn how to identify the specific needs of your client and how to match these with what you are selling/offering
• Learn high impact opening statements
• Learn phrases and one-liners to progress the sale
• Learn how to avoid those dreaded silences if things are not going your way
• Learn how to respond to objections and excuses
• Learn how to ask for the appointment or the sale
• Enhance your questioning and listening skills
• Learn closing techniques of how to get to that "YES" and close the sale
• How to get your point across without the waffle
• Learn how to build effortless rapport with your prospects

Topics That You Will Cover Throughout The Day

Introduction & Objectives

What Does A Great Job Look Like?

Build up an overall picture of what you currently do and what you should be doing. What do the best sales people do to set up appointments over the phone or close sales? What are you striving towards?

Understanding The Telephone Sales Process

Learn the different stages of the telephone sales cycle. How is an appointment or sale actually made? What will influence a decision? How decisions are processed by your prospect while they are on the phone.

Openings With Impact

How to open your calls for maximum impact. How to control the call. How to plan and prepare for your calls - defining what you want out of the call. How to take your conversation to the next stage.

Getting Past The Gatekeeper And Through To The Decision Maker

Learn how to identify a gatekeeper screen. Learn how to get through the two types of gatekeeper screen and through to the decision maker.

How To Formulate A Winning Outbound Script That Works

Understand how to put together your very own outbound script. The introduction and hook. Building rapport. Making effective benefit statements. Asking the right questions & listening

Learning How To Understand Your Prospects Needs

Learn how to step into the prospect's shoes and see the situation from their position. Learn how to adapt your approach based upon what they want. Learn how to position yourself, your company and your product in light of what they want and how they want it.

Telephone Responses and Statements/Phrases To Use

Actual words, sentences, terminology and phrases to use - we'll give them to you! What to do if your mind goes blank. Responding to objections & excuses

How to respond to:

- "I haven't got the time"

- "Call back later"

- "We are using someone else"

- "We don't have the budget"

- "I'm not interested"

- "Just send me some information"

How To Get To The Close and Ask For The Appointment or Business

So many people feel uncomfortable asking for the appointment/business but this need not be the case. During this session you will cover some strategies on how to identify buying signals, know when the time is right to close the appointment or sale.

Keeping Up And Motivated

Some tips and approaches for remaining confident in your own ability. How to keep upbeat when the going gets tough.

Close & Actions

Your Course Leaders

Feedback on our trainer from our last telephone selling skills masterclass course.

(10 delegates, maximum score 100)

CLICK HERE TO DOWNLOAD THE BOOKING FORM

Client Comments From Previous Open Courses:

"The sales course was dynamic and very beneficial. I was struggling to make sales before but now I feel really confident that when I get back to the office I'll be able to improve upon my figures"

Grace Mupfurutsa - Sales Liaison Manager - Churchill London

"10 out of 10. The application of the techniques will improve every aspect of my sales cycle as a whole. All I can say is that at not one point of the course did I want to be anywhere else, it was engaging and fun. My idea of how education should be!.

Jamie Gow - Sales Account Manager - NJW Ltd

"The trainer kept the subject matter fresh and made it relevant to all participants. I specifically liked the section on questioning techniques and understanding the needs of my clients and then presenting my product and services in light of this"

Georgia Hellend - CRM Manager - HCML Ltd

"The course formalised selling into a process which I could easily understand and pathed the way for long term sales success. Mark was enthusiastic (not overly so) and inspirational"

Paul Callaghan - Sales Engineer - Ably Shelters

"Mark was very good. The course was well presented and very relevant to my role as sales director"

Paul Getland - Sales Director - NJW Ltd

"Thanks for the course, it was great. Rest assured, I wouldn't have any problems recommending the course to my fellow colleagues. I found it extremely useful and thought provoking and thought the course leader was a great facilitator and tutor"

Garry Cochrane - Account Manager - Fine Ltd

"There were no switch off spells as the course was excellent. The presentation style was both friendly and humorous. I now have a method of structuring my management style and have a great understanding that different people need to be motivated in different ways"

Bakhtiar Hanan - Head Of Buying - Videogames - Toys R Us

"This course will give me the competence to succeed and was exactly what I needed. I now understand my buyers a lot better and I have improved my questioning skills so much. Mark was excellent with a thorough knowledge of the subject - it was great fun with a nice bunch of people too"

Parminder Singh - Industrial Sales Co-Ordinator - Rotherham College

"This course was very useful and enjoyable. I got some great ideas from it which I will easily be able to into practice. I loved the idea of letting the client buy from me rather than actually selling to them"

Max Raja - International Media Executive - Air Transport Publications

"Mark made the course very interesting the whole way through and he kept our energy levels high all day. The course was practical, well structured with lots of great techniques and frameworks to use"

Paul Jackson - Management and Sales Advisor - IPF

"It was great to understand why people actually buy from you. I will now conduct better customer analysis before my face to face sales meetings. Overall the course was excellent and I would highly recommend it.

Barry Crossman - Sales and Product Specialist - Dot Medical

"All of the course was excellent and illuminating. Possibly the most immediately applicable benefit for me was to think of my products in terms of emotional benefits to my customers. Mark was extremely competent and supportive"

Max Davies - Marketing Manager -  Electromorph

"Mark was very confident and has motivated me to put the techniques into practice. The interaction of the group was great and the whole course allowed me to really understand the whole sales process"

Andy Tierling - Customer Account Manager - Documation Software

"The course was very beneficial to me and has given me the confidence to succeed with my selling. Mark was very welcoming and had a great knowledge of the subject. The training was very practical and I enjoyed all of it. The difficulty before was in closing deals which now seems very simple"

Anthony Hogdson - Business Manager - PM Group

"The trainer was perfect in his approach. He was patient, personable and his knowledge was second to none. I am now firing on all four cylinders and I'm really looking forward to "getting out there" and taking the company I work for to new heights"

Gavin Yarnold - Sales and Marketing Executive - Artwork Creative Ltd

"I definitely found the course beneficial. It has given me a new found clarity in what my goals are and what I want to achieve in my sales career. Excellent application of course content and met my personal sales needs. The section on how to work questions to suit my clients will really help me act accordingly in sales meetings. I will not be able to meet my customers requirements more efficiently and increase client base and sales turnover"

Ashley Quarterman - National Sales Executive - RHL

"The course will be of great benefit and use to me. I learned a lot from it. The facilitation was very good. 10 out of 10 all round!"

Laura Peacock - Sales Advisor - Ask Alix

Locations:

Crowne Plaza Heathrow, Stockley Road, UB7 9NA

2 minutes off Junction 15 of the M25

(click above for location details)

Crowne Plaza Manchester Airport

CLICK HERE TO DOWNLOAD THE PDF COURSE OVERVIEW

DATES

3rd March 2009

Crowne Plaza - Manchester Airport

3 PLACES LEFT

26th March 2009

Crowne Plaza - Heathrow

5 PLACES LEFT

2nd June 2009

Crowne Plaza - Manchester Airport

5 PLACES LEFT

3rd June 2009

Crowne Plaza - Heathrow

6 PLACES LEFT

7th September 2009

Crowne Plaza - Heathrow

10 PLACES LEFT

9th October 2009

Crowne Plaza - Manchester Airport

10 PLACES LEFT

30th November 2009

Crowne Plaza - Heathrow

10 PLACES LEFT

CLICK HERE TO DOWNLOAD THE BOOKING FORM

Included Within The Registration Fee:

• Course Manual
• Course Materials
• Course Certificate
• 3 Course Buffet Lunch
• 3 Servings Of Tea and Coffee (one with biscuits, one with cookies and one with pastries)
• Unlimited email and telephone support from your trainer after the course

Next Steps

Questions/Queries

Call us - 0800 849 6732

Email   - train@mtdsalestraining.com

Booking

If you would like to book a place on a course please either complete the online booking form below or download our BOOKING FORM and email or post it back to us.

We will then send you a confirmation letter, invoice and joining instructions.

You can pay through invoice or credit card.

CLICK HERE TO DOWNLOAD THE PDF COURSE OVERVIEW

CLICK HERE TO DOWNLOAD THE BOOKING FORM