Effective SELLING SKILLS – face to face and telephone 

Aims

To make participants aware of the basic techniques to make effective face to face and telesales.

                  

Introduction

          

Every business needs to increase its customer base and sales turnover and one way is through effective selling skills. Whether the prospective customers are face to face or being targeted by telephone, a positive attitude to win and a confident persuasive approach can help to convert a prospect into a customer.

                

Objectives

                

By the end of the day delegates will:                 

• Be more constructive in planning calls and approaching customers 

• Use questions more effectively to gain information and identify customer needs and understand the impact of listening

• Practice ways of getting to the right person and progression of the telephone call towards the set objective.  

• Look at ways of dealing with objections.

• Closing the sale

Content

                 

• Introduction I objectives  

• What makes the difference face to face and on the telephone?  

• What are you selling – features and benefits?  

• First impressions 

• Planning the phone call and getting past the receptionist

• Recognising needs 

• Questioning and listening for effect  

• Dealing with objections 

• Closing the sale 

• Summary and action plan for implementation

                

Training method

                         

The course is highly participative with delegates working from a workbook. Practical work is carried out and feedback helps delegates to see ways of improving their skills.

                           

Who should attend?

                          

This course is designed to help staff who are new to or inexperienced in face to face or telephone selling, and those who may need to brush-up their techniques & basic selling skills.