Consultative Telesales Skills
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Those
with years of experience know that selling over the
phone can quite challenging and is often difficult enough
to wear down even the strongest sales professionals.
While sales is challenging enough, those who sell on
the telephone have to deal with a series of roadblocks
that make selling even tougher. Those who are unaccustomed
to dealing with these challenges often find themselves
struggling in their role and face early burn-out. Others
are more resilient and can roll with the challenges
but soon find themselves wondering how to improve their
sales numbers. For those who truly want to succeed in
their role, the solution is to put in place a targeted
training plan that helps sales professionals understand
how to communicate more effectively, work through the
sales process and deal with the challenges inherent
in telesales.
Our
one-day Consultative Telesales Skills workshop
is designed to address these needs in a format that
enables each participant to not only learn and practice
skills but also address target accounts for greater
effectiveness. Starting with an individual communication
assessment, each participant will delve deeper into
their personal communication strengths while learning
to recognize how their customers communicate. This process
builds self-awareness and enables participants to flex
their style based on client needs. The training workshop
then focuses on working through the sales process. We
take each person from the sales call, through the questioning
and solution phase to closing and handling objections.
Throughout the sales process, we teach participants
to understand their clients’ needs in order to
recommend the appropriate solution. One of the biggest
mistakes sales professionals make is to push a product
or service before knowing what the client needs. We
teach people to change this mindset and focus on the
customer. As we go through the sale process, various
training workshop exercises are utilized to integrate
skills and begin applying our methodologies to target
accounts. By the end of the class, participants will
be able to handle roadblocks and challenges while understanding
how to increase revenues and customer satisfaction.
Class Size: Up to 16 participants
Class
Length: One Day
Instructors:
One Senior Presentations Training Center instructors
Availability:
Available as an open enrollment class or an on-site
workshop
Skills
Learned: Consultative Telesales skills is a
one-day skills-based workshop. By attending this workshop,
participants will learn to:
- Sell
the advantages of long-term value over low bids.
- Deal
with multi-level sales structures
- Identify
and quantify the costs subsequent to purchase
- Determine
opportunity areas to add value to their customer's
business.
- Apply
questioning skills for an in-depth analysis of each
buyer's attitudes, situations, problems, and priorities
- Offer
creative options for buyer's problems or to add value
to current or future buying situations
- Assist
the buyer in selecting the optimum options as a solution.
- Recognize
basic styles of buyer behavior and simultaneously
determine how to adapt to each style to create positive
"chemistry".
- Formulate
a personal Feature—Advantage—Benefit and
Proof Outline for one of their products or services
- Analyze
the buyer's perspective in a sales situation and determine
positive and negative behavior that can determine
opportunities to gain agreement.
- Understand
the need to be a good listener
- Understand
the superior/differentiating characteristics of their
company's products or services relative to the customer's
need vs. that of the competition.
- Use
creative problem solving to enhance solutions and
recommendations.
- Manage
difficult buyer behavior and situations involving
real obstacles, i.e., anger, price, doubt, misinformation
or lack of interest.
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