COURSE TITLE
TELEMARKETING: USING THE TELEPHONE AS A SALES TOOL
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OVERVIEW  

We never stop learning how to improve our selling skills. Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. The telephone can supplement, enhance, and sometimes replace other means of marketing and selling. This personal approach can dramatically increase your sales success.

This one-day workshop will help you hone your communication skills, your ability to persuade, and your ability to personalize each sales call to the person and to each situation.
LEARNING OBJECTIVES  

Workshop participants will be able to:

    • Learn how to warm up your sales approach to reduce your fear of cold-calling.
    • Choose the right environment for telephone selling.
    • Identify ways to make a positive first impression.
    • Identify strategies that help you speak to the decision-maker.
    • Learn what to say to create interest, handle objections, and close the sale.
    • Generate more leads and repeat business by using the telephone more effectively.
    • Enhance communication skills, from first impression to closing the sale.
COURSE OUTLINE  
  1. Introduction and Course Overview
  2. Pre-Assignment Review
  3. Change Your Skills, Change Your Income
  4. Separating Your Company from the Competition
    • The Status Quo
  5. Building Trust and Respect
    • Building Trust
  6. Johari Windows
    • What Is The Johari Window?
    • The Johari Styles
  7. The Importance of Good Communication Skills
    • Ten Key Elements
    • A Crazy Idea
  8. Developing Your Script
    • The Basic Script
    • Sample Script
    • Making the Script Yours
    • Developing Your Script
  9. Pre-Call Planning
  10. Phone Tag and Call Backs
  11. Follow-Up
  12. Your Sales Message When You Must Sell by Telephone
METHODOLOGY  
  • Large group discussions
  • Small group discussion and skill-building exercises
  • Individual skill-building exercises and practice sessions
  • Lecturettes
  • Case Studies
  • Simulations / Role-plays / Live Practice
WHO SHOULD ATTEND  
  • Telemarketing Representatives, Account Managers, Sales Representatives, Territory Representatives, Sales Employees
PRE-REQUISITES

 
  • Completed pre-assignment
DURATION  
  • 1 Day
CLASS SIZE  
  • .6 – 10