Aims

Telephone selling is a 2-dimensional selling exercise that is done poorly by the many and excellently by the few, some of whom make very significant income.

The top earners in this field have authority, posture, insight, and heightened listening skills. Every skill you need to elevate yourself into the upper echelons of telesales earners can be acquired and, although only practice will bring the results, this enjoyable and highly interactive course is a ‘roadmap’ to sustainable success on the telephone and a sea-change in skillset and income.

Objectives

Whether a salesperson is handling outbound or inbound calls, or a mixture of the two, this course is designed to give them confidence, practice, a clear set of dos and don’ts and a methodology that they can believe in and make money with.

In addition, delegates will learn exactly what the impact is on the prospect of some of the habits – good and bad – that they have developed.

What will I learn?

Vocality

Learn how to:

  • Pace, tone and modulation
  • Body language and posture
  • Eliminating vocal ‘tics’

Credibility and Personal Impact

Learn how to:

  • Skills for getting past ‘gatekeepers’
  • Creating an impactful ‘opening benefit statement’
  • The 3 questions you HAVE to initially answer in the prospect’s mind

The lucrative Art of Question Funnelling

Learn how to:

  • How to begin a subject ‘funnel’ with broad open questions
  • How to formulate questions around in-the-moment content
  • Obtaining deep disclosures by skilful funnelling
  • How Funnelling builds trust and makes you stand out

Listening Skills

Learn how to:

  • Spotting ‘hooks’ and ‘pain points’ in the prospect’s words.
  • How to ‘stack pain’ with probing questions
  • How to avoid ‘diving into solution’
  • Becoming a master of timely summary

Features, Benefits and Buying Signals

Learn how to:

  • How to avoid ‘feature-dumping’
  • Understanding how to bespoke benefits
  • Recognising buying signals and what to do when they happen

Compelling the Prospect to action

Learn how to:

  • How to use believable urgency
  • A formula for overcoming objections
  • How to close with calm confidence

How we deliver

Training can be delivered at your offices in either of the following ways:

  • Online

    Online training is ideal if you have staff in different geographical locations who have the same Microsoft or Adobe training requirements.

    Our expert trainers can deliver Watch and Learn sessions to up to 100 people. Alternatively, they can produce an interactive session that allows delegates to complete practical exercises within the Microsoft or Adobe apps of your choosing.

  • Face to face

    Choose from one or half day training sessions or our popular 90-minute Sprint sessions, which can be delivered in your offices or at another location of your choice.

    All we need is a room with a table and chairs and we look after the rest. We can even provide laptops and a projector should you not have spare IT equipment to use.

Sprint learning

Short on time, but still want to boost staff performance?
Book a Sprint Session!

Each Sprint Session follows a 90-minute format for ultra-focused team learning.

Pick a topic, tell us what you want to achieve from your session, and we’ll put together a short, fun, entirely bespoke programme that meets the needs of your team.

Designed to cater for 10-15 delegates at a time

Developed by our team to cover the subject matter of your choice

Delivered online or face-to-face

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