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Course/Product Description
Title:
Critical TeleSelling Sales Training Seminar
Duration:
1 day
Description:
In today's competitive environment, customers are more sophisticated, so delivering "product-based" presentations are simply ineffective.
Critical TeleSelling is a fundamental sales training program that provides sales professionals who sell over-the-phone with the skills and strategies they need to stimulate interest, develop profitable customer relationships, and dramatically improve their sales performance.
Learning Objectives
This program teaches telesales professionals how to immediately engage customers by taking a customer-focused, consultative approach and mastering the critical skills and techniques needed to deal - an excel - with the most challenging over-the-phone sales scenarios.
Agenda
Mindset: Participants will learn what it takes to be a successful telesales professional in today's competitive marketplace and how to manage the "mental game" of selling over-the-phone. Participants will also:
Discuss common sales call frustrations and strategies to deal with them.
Learn how to shatter the negative image of the telephone salesperson.
Explore the three commitments every telesales professional should make.
Opening the Interaction: Participants will learn how to effectively open the call with customers and stimulate interest. Participants will also:
Learn how following a structured process leads to more predictable outcomes and a higher percentage of converted opportunities.
Explore effective strategies on how to prepare for sales calls.
Learn how to open the sales call with customer focused dialogue.
Determining Needs: Participants will learn how to engage customers in a "Need-Based" dialogue and accurately discover a customer's full range of needs. Participants will also:
Discuss the difference between "Need-Based" and "Product-Based" Selling.
Explore several strategic questioning techniques.
Learn the 5 techniques that lead to improved over-the-phone listening skills.
Presenting Solutions: Participants will learn how to present a compelling solution that meets the customer's needs. Participants will also:
Learn how offering a solution prematurely affects the sale.
Explore the ways to link features to benefits.
Learn the key skill of confirming and when it should be used in conversations with customers.
Closing the Sale: Participants will learn when and how to move the sales process forward and gain the commitment of the customer. Participants will also:
Learn how to recognize when a customer is ready to move forward.
Discuss how and when to ask for the business.
Learn how to recognize a deal that is not moving forward and when to let go.
Resolving Objections: Participants will learn an effective process to handle objections from customers. Participants will also:
Explore the different types of objections and how to handle each.
Discuss the importance of using empathy to reduce a customer's defensiveness.
Learn a proven three step process to resolve objections.
Cancellation Policy
To be effective, any seminar cancellation must be received at least ten (10) business days in advance of the scheduled date of any seminar. If this timely cancellation is received, the client can either reschedule the program for a later date, or can receive a refund of any fees paid minus a $100 administrative fee.
Seminar provider holds the right to cancel any scheduled seminar at any time. In the event of a cancellation by seminar provider, client shall have the right to either reschedule the seminar for a later date or receive a refund of any fees paid.
About The Provider:
Janek Performance Group is a globally recognized sales training and consulting company that offers convenient, customized and proven sales improvement solutions.
Let them show you how their sales training and consulting can equip your sales team with the skills and processes they need to continually win more business.
Fully customized corporate sales training solutions delivered at your facility
In-depth consulting on sales and marketing strategies
Nationwide sales training seminars offered in 18 cities across the U.S.
World-class coaching and sales management training
Proprietary reinforcement programs to ensure long-term results and maximize ROI
