To help delegates new to the business, we recommend a sales programme covering all aspects of the 'Pattern of the Sale' using the telephone.
*Note the content listed below is a generic introduction to selling advertising space and can be tailored to suit telephone sales people and field sales people as needed.
Benefits to you
- The sales process - why customers buy
- Improving sales strategies
- The sales process - why customers buy
- Improving sales strategies
- Appointment setting
- Building stronger and mutually beneficial relationships
- Objections handling and closing the sale
- Product presentation
- The difference between telling and selling
Who should attend?
Those new to selling and those with some experience but in need of a refresher.
Course to include
- Introductions
- Course objectives
- Qualities of a successful sales person
- The importance of motivation
- Maintaining a positive attitude
- How to make the most of the telephone
- Positive communication
- How do customers buy?
- Introducing the pattern of the sale
- Preparing your call in 30 seconds
- Setting your objectives
- Dealing with resistance workshop including
- Dealing with gatekeepers
- Overcoming resistance
- Making a good impression
- Establishing rapport
- Gaining attention
- Role-plays
- Rapport building
- Uncovering the needs and opportunities using open and closed questions effectively
- Linear probing
- Listening skills
- Uncovering opportunities, making appointments etc.
- Role-plays
- Selling benefits
- Creating desire/buying and urgency
- Matching benefits to customer's needs
- Gaining commitment
- Uncovering resistance
- Committing the buyer
- Overcoming objections
- Final role plays and feedback
