TIPS GUIDE:EFFECTIVE TELEPHONE SALES

Sales is not about selling anymore, but about building trust and educating

5 TELEPHONE SELLING TIPS

Explain The Value To The GatekeeperAsk Questions

Arrange Follow Up CallsEliminate Objections & Resistance

Ask For The Sale

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Explain The Value To The GatekeeperThe Gatekeeper’s job is to protect the decision maker’s time. Help Gatekeepers do their job by explaining the value you have to offer, and you’ll get through more often.

Remeber to not get carried away pitching to the Gatekeeper!

Explain The Value To The Gatekeeper

1

Ask QuestionsIt’s important that you do not sell straight away, a good Salesperson will ask questions to identify the customer’s pain points.

You’ll sell much more by asking questions than by making statements.

Ask Questions

2

Arrange Follow-up CallsAlways arrange a follow-up call, send a diary invite and begin follow-up calls with proactive phrases like; ‘I’m calling to review/discuss/analyse/go over/ . . .’

It’s much better than, ‘Just wanted to see if you had any questions’.

Arrange Follow-up Calls

3

Eliminate Objections & ResistanceBeing faced with objections and resistance early in a call is easier to deal with than a major objection later on. It also helps you change course when necessary.

So, ask for the resistance if it’s there; ‘What are your thoughts so far?’

Eliminate Objections & Resistance

4

Ask For The SaleYou will lose 100% of the sales you don’t ask for!

Finish with good closing questions such as; ‘We could have this delivered and operational by Tuesday, would that work for you?’ or ‘Kelly, what can we do together to speed up the process and make this happen?’.

Ask For The Sale

5

WANT TO LEARN MORE?If you want to learn more about how to effectively sell over the telephone, book yourself or your Salespeople on to our Effective Telephone Sales course.

Content Of The Course

• Brief Re-Cap of the Core Fundamentals

• The Mindset Needed to be Successful• Close more Sales Using the Right

Tonality• DefiningtheCallStructure• Pre-Call Preparation & Intelligence

Gathering• Dealing with Gatekeepers &

Understanding Core Objectives• Different approaches for Inbound

Enquiries Vs Outbound Cold Call• Effective Opening Statements• Gathering In-Call Intelligence and

Identifying Pain Points• Selling to your Clients Needs• Objection Handling (How to, when to

and when not to handle)• Closing the call, Gaining Commitment

& Next Actions• Expanding the Sales Opportunity &

Gaining Referrals

Course OverviewThe Effective Telephone Selling course is designed to help Salespeople set up more appointments, generate more leads and make more sales over the telephone calls.

Our training will help delegates to tackle cold calling more effectively, providing them with up to date skills and knowledge to overcome objections, get through to the Decision Maker and win more business over the telephone.

Learning OutcomesBy the end of this course, Delegates will take away a strong understanding of the How to Effectively Sell on the Telephone and with techniques that they can immediately implement including; Call Preparation & Structures, Dealing with Gatekeepers, Tonality and much more.

They will be fully equipped with the necessary skillstoconfidentlyandcompetentlyenterintotelephone-based sales interactions and be more motivated to exceed their sales targets!

Who Is It For?• Internal Salespeople• External Salespeople (who make their

own appointments or make phone calls)

• Anyone else supporting the sales team by phone

EFFECTIVE TELEPHONE SALES

TRAINING DATES

18th June 2020

25th June 2020

Manchester

London

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Effective Telephone Sales

If you would like to book on to this course, you can do so by visiting: https://hamiltonmoss.co.uk/product/effective-telephone-sales-course/ or contact us on 0161 300 7945.

Want To Book?

Website

www.hamiltonmoss.co.uk

Email

enquiries@hamiltonmoss.co.uk

Telephone

0161 300 7945

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