Telesales
Are potential clients not even giving you 30 seconds to hear you out?
This course is a perfect blend of the aspects necessary to be professional on the telephone along with understanding the sales process and all the elements required to make a successful telesales call. Leave the course with a written script to get the customer to want to hear what you have to say. Be able to handle objections and effectively close the sale on the telephone.
What will delegates get out of the course?
- Powerful tips to get the client to want to hear what you have to say
- Skills to get through to the decision maker
- Sales techniques to make each call far more effective
- Clarity on every stage in the sales process
- Questioning techniques to identify the exact customers needs
- Ability to effectively close the sale
Is your company adept in handling both inbound and outbound sales calls? Do you or members of your staff have enough skills to provide customers the right information on company products and services when inquiries are made on the phone? Are they in the dark on how to interact with or up-sell customers on the telephone?
Is every phone call treated like a potential sale for your company? Are you able to handle difficult customer objectives over the phone?
This telesales course will outline important strategies for creating good and lasting first impressions over the phone, which will translate to more sales and long term relationships with your clients. It will also assist you to build rapport with decision makers and develop key benefit statements that would encourage customers to buy your products or services.
We only buy from people we like so building rapport is crucial in a telesales process.
It’s no secret that people are much more likely to buy from people they like. In fact we all do it. Think for a moment of your own buying habits. One evening a warm friendly person calls your house and instantly builds a rapport, in fact it almost feels like you are talking to an old friend and they offer you a great deal. Another call comes later that same week from someone who seems to be reading off a script, they don’t connect with you at all, they have called during dinner and don’t even acknowledge the crying children in the background, they do the standard sales pitch and wait on the end of the line for your response – who are you more likely to buy from?
We buy from people we connect with, people we trust, we would always prefer to hand our hard earned money over to someone we like, in fact we are happy to do so.
Rapport is crucial in the telesales process; the connection to more consistent sales is undebatable. But what is rapport and how do you build it effectively? Building rapport refers to the process in which one person makes a connection, link or affinity with another person, in this case a sales person with a perspective customer. Some people are easier to build a rapport with than others, of course, some personalities are more open to connection with strangers but let’s assume for a moment that there are no difficult customer’s only good and bad sales people. A good sales person can build rapport easily with anyone, finding connections and links quickly and creating a mutual trust that can potentially lead to a sale. A bad sales person then would be someone who cannot build a relationship with the person on the other end of the line.
Telesales is a tough gig. Interactions with customers depend on lots of different factors and many of which are very personal for the customer. The time of day that you call, what has recently happened in that customer’s personal life, their health and so on can all greatly effect a person’s interaction with a stranger on the phone and of course the same can be said for the seller. We are all merely human after all. What an excellent telesales operator needs to accomplish is an extremely intuitive communication skill which allows them to connect regardless of the situation or the time and specifically designed telesales training can help you develop this skill.
Telesales training aims to develop telesales operator’s skills and arm them with new techniques that will help them to build rapport quickly and easily with their prospective customers. Rapport during cold calling is vital to help create an environment of trust, warmth and relaxation.
One of the biggest mistakes that telesales operators make is to try to do too much too quickly because they are scared of losing the customer in the first couple of minutes. Instead of rushing through the script, taking the time to build a connection, a rapport, with the stranger on the end of the line is often the best way to get the final sale and telesales training aims to teach you how to do exactly this.
