Centre for Continuing Education

Telephone Sales Skills Course

Sales & Customer Service. Make happy customers.

Learn sales & service techniques the smart way with Sales & Customer Service courses at CCE, the University of Sydney.

Aims

This telephone sales course teaches you the skills and techniques you will need on the telephone to get more leads, appointments and close more sales. You will leave the course with much more confidence and motivation to get on with the job of cold calling, warm outbound calling, prospecting and converting inbound enquiries into sales. You will be able to call your past and existing customers without feeling like a pest, and you’ll be able to follow-up mail-outs, website enquiries and quotes without the fear of rejection. Armed with your new skills, you will have more purpose and you will be able to achieve better results immediately.

Outcomes

By the end of this telephone sales course, you should be able to:

  1. Discuss the importance of attitude when selling.
  2. Master 5 ways to develop a captivating tonality for the phone.
  3. Design the questions and demonstrate the listening skills that make people want to buy.
  4. Discuss the language that kills a sale.
  5. Write your own telemarketing script.
  6. Achieve 5 appointments in one hour.
  7. Convert 9 out of 10 enquiries into a sale.
  8. Present a powerful sales presentation with 4 ingredients.
  9. State the difference between trial closes and real closes.
  10. Increase the value of the purchase.
  11. Handle every single objection.
  12. Practise Follow-Up Techniques.
  13. Overcome call reluctance.
  14. Set and achieve targets.
  15. Manage your CRM system to plan your calls and measure your success.

Content

This telephone sales course is a comprehensive sales training programme for people who use the phone to generate leads, make appointments, sell products and services, follow-up quotes, mail-outs, inactive customers and existing customers.

The course begins with an overview of the vital ingredients you must have to be successful in telephone sales.

You can have all the sales skills in the world but if you sound dull and boring on the phone, you will sell nothing. You will learn 5 ways to make yourself sound more engaging so people do not hang up on you. You will also learn some professional telephone etiquette and the words that cause people resistance.

The course then gets into selling and you will learn some interesting ways to get through the gatekeeper. You’ll create a script for making an appointment that will work for you the next day. It will incorporate the questions to ask and the listening skills you need to demonstrate.

In the afternoon, you’ll learn how to make the entire sale over the phone, how to present what you have to offer with benefits, how to close, and how to upsell and cross sell. How to handle the inbound call is also covered in this section.

There is a specific way you’ll learn to follow-up quotes, mail-outs, existing customers, inactive customers and sales. Doing it this way will ensure better results.

Finally, you will learn the 6 Steps to preparing a successful telesales campaign – goal setting, script creation, preparation of objection handling, getting a list of whom to target, managing yourself and your follow-ups.

At the end of the day, we cover some techniques to overcome call reluctance should that ever occur.

Intended Audience

  • People looking to go into a telemarketing/telephone sales role.
  • Telemarketers.
  • Sales People.
  • Sales Consultants.
  • Sales Managers.
  • Sales/telesales Trainers.
  • Call Centre Managers.
  • Direct Marketers.
  • People who run their own business.
  • Coaches.
  • Consultants.

No previous experience is required. If you are currently working in a sales role and have a telesales script, it would be a good idea to bring it with you.

Delivery Style

This telephone sales course is highly interactive, motivational, practical, interesting and fun. The telesales script that attendees create on the day will be proofed by the trainer after the event.

Features

  • Expert trainers
  • Central locations
  • Small class sizes
  • Free, expert advice
  • Student materials – yours to keep
  • Statement of completion

What others say.

  • A very useful and resourceful session. Can’t wait to apply this to my day to day job.

  • A great tutor. Extremely knowledgeable and entertaining, holding our interest for the day – and we gained a lot from the course.

  • It was a good course and the tutor was able to adapt the training to my specific situation.

  • So much information packed into one day, all so relevant and communicated clearly via the presenter. You can tell they are so experienced on this subject. Really enjoyed the day and learnt a lot.

  • The tutor was full of knowledge and extensive experience. Great choice for trainer!

$450 Limited GST free
Telephone Sales Skills Course

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...
$450 Limited GST free
Telephone Sales Skills Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>{block name:“Course Heading - Aims”}</p><p>This telephone sales course teaches you the skills and techniques you will need on the

...
$450 Limited GST free
Telephone Sales Skills Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>{block name:“Course Heading - Aims”}</p><p>This telephone sales course teaches you the skills and techniques you will need on the

...
$450 Limited GST free
Telephone Sales Skills Course

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...
$450 Limited GST free
Telephone Sales Skills Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>{block name:“Course Heading - Aims”}</p><p>This telephone sales course teaches you the skills and techniques you will need on the

...
$450 Limited GST free
Telephone Sales Skills Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>{block name:“Course Heading - Aims”}</p><p>This telephone sales course teaches you the skills and techniques you will need on the

...
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