One-hour trainer-led virtual classroom session plus the learning materials for our complete telephone sales course.
Have our telephone sales course explained in a one-hour session led by the course author.
Access and download the session recording, slides, templates, and tools from the full course.
Learn the skills and habits of top salespeople from the course materials with initial guidance from the course author.
Boost telephone sales results through this accessible low-cost option.
Start applying new learning and increasing sales immediately.
- Single session one-to-one overview with the full course materials: £150
- Follow on one-to-one sessions: £150
- Single session group overview with the full course materials: From £250
- Follow-on group sessions: £250
- Training takes place in a virtual meeting.
- Fees exclude applicable VAT
- Guaranteed results.
Key Takeaways
- Have gatekeepers help you get through
- Use voice mail to your advantage
- Get through to decision-makers more often
- Increase dial-to-sale conversion rates
Participant Comments
Just thought I'd drop you a line to say thanks for the last few days of training. I found it really helpful and am spending some time this afternoon preparing some strategies to help with the cold calling. Thought you'd like to know that, though it wasn't specifically a cold call, more a warm one, I turned around an 'I'm too busy' rejection and secured an appointment this morning! Who says training never works?!
Participant from Akibia
I wanted to drop you a line to say thank you for the course 'Selling by Telephone' the other week. I still have a way to go before I feel totally at ease with telesales, but I’m getting there. I have been working out my ratios and seeing the improvement since I first started. I’m starting to feel a lot more confident on the phone, I don’t always wait until the office is noisy or people have left, although sometimes I still do, but I feel like I’ve turned a corner and learnt so much. Thanks again.
Participant from E-Relationship Marketing
Thank you for a great course today and yesterday! We all learnt a lot and enjoyed it very much! Our department is getting much closer to success and the next time we meet it is a reality thanks to you!
Participant from Ceetron
Course overview includes online access to:
- Self Study Guide
- Preparation Notes
- Accelerated Learning Micro Course
- Ten Course Modules
- Product and Service Benefits - Worksheet
- Top Six Customer Questions - Response Worksheet
- Top Six Customer Questions - Solutions
- Recognising Thinking Style - Assessment
- Hearing Sensory Language - Assessment
- How to Read People - Instructions
- Call Planner - Template
- Gatekeeper Survey
- Voice Mail Tactics - Examples
- Breaking Decision Maker Preoccupation - Examples
- Fob Off Excuse Turnaround Solutions - Worksheet
- Fob Off Excuse Turnaround Examples
- Closing Objection Turnaround Guide
- Call Tracking and Benchmarking - Template
Study the course independently or through one-to-one coaching or training sessions.
Booking Options:
- Telephone 01392 851500.
- Send an email to jimm@salessense.co.uk.
- Use the contact form here.
What should a self-led telephone sales course cover?
A self-led telephone sales course should equip learners with the skills, techniques, and confidence to sell products or services over the phone. It should be structured to guide participants through each stage of the sales call process, incorporating strategies for overcoming challenges, handling objections, and building rapport with customers. Here are the essential components:
1. Introduction to Telephone Sales
Course Overview and Objectives: Explain the goals of the course, the skills participants will acquire, and how they can apply them in real scenarios.
Importance of Telephone Sales: Discuss the unique aspects of telephone sales, the benefits, and the challenges compared to face-to-face selling.
Mindset and Confidence Building: Emphasise the importance of a positive mindset and self-confidence, which are crucial for making effective calls.
2. Understanding the Product or Service
Product Knowledge: Encourage participants to learn the features, benefits, and unique selling points of the products or services they’ll be promoting.
Customer Pain Points: Teach how to identify and address the typical pain points customers face, helping learners align the product benefits with customer needs.
Competitive Positioning: Provide insights into competitors and how to differentiate products or services during the call.
3. Building a Targeted Customer Profile
Identifying Ideal Customers: Help learners understand the target audience and create a customer profile based on demographics, interests, and purchasing behaviours.
Tailoring the Approach: Teach participants how to customise their message based on the customer's needs, increasing relevance and engagement.
4. Preparation and Call Planning
Pre-Call Planning: Cover key aspects of call preparation, including setting objectives, preparing a call script, and researching the customer.
Setting the Right Tone and Language: Highlight the importance of tone, clarity, and choice of words for establishing a positive impression and keeping the customer engaged.
Effective Call Scripts: Provide guidelines for writing a flexible and conversational call script, focusing on greetings, main points, and closing statements.
5. The Anatomy of a Sales Call
Introduction and Building Rapport: Teach techniques for a strong opening, including using the customer’s name, stating the purpose, and creating a friendly, professional tone.
Listening Skills: Emphasise active listening and show how it helps in picking up cues, showing empathy, and adjusting the sales pitch based on the customer’s responses.
Asking Open-Ended Questions: Explain how open-ended questions encourage conversation and help gather insights into the customer's needs.
Handling Objections: Equip participants with strategies for handling common objections, such as price concerns or reluctance, with empathy and confidence.
Closing the Sale: Teach different closing techniques, including assumptive closing, summarising benefits, and addressing any final concerns, to encourage the customer to commit.
6. Building and Maintaining Customer Relationships
Establishing Trust: Share techniques for building trust over the phone, such as being transparent, delivering on promises, and not overselling.
Follow-Up and After-Sales Service: Highlight the importance of follow-up calls and after-sales support to enhance customer satisfaction and encourage repeat business.
Customer Retention Strategies: Discuss how to maintain ongoing relationships with customers, ensuring they feel valued and are more likely to make future purchases.
7. Handling Rejection and Staying Motivated
Dealing with Rejection: Provide techniques for maintaining resilience in the face of rejection, a common aspect of telephone sales.
Motivational Techniques: Encourage strategies for staying motivated, such as setting achievable goals, celebrating small wins, and maintaining a positive attitude.
8. Advanced Sales Techniques
Upselling and Cross-Selling: Teach methods for introducing additional products or services that may benefit the customer, increasing the value of each sale.
Consultative Selling: Emphasise a consultative approach, where the salesperson acts as a trusted advisor, focusing on solving the customer’s problems rather than simply selling.
Storytelling: Explain the power of storytelling in sales to make the product or service more relatable and memorable.
9. Time Management and Productivity
Managing Call Schedules: Offer strategies for managing call schedules efficiently, prioritising high-value leads, and reducing downtime.
Setting Goals and Tracking Progress: Encourage setting daily, weekly, or monthly goals and tracking performance to stay on course and continuously improve.
10. Practical Exercises and Real-World Scenarios
Role-Playing Exercises: Include activities for practising common scenarios, such as handling objections, making a sales pitch, or closing a sale.
Self-Assessment and Reflection: Encourage learners to review their calls, analyse areas for improvement, and reflect on their learning journey.
Continuous Learning Resources: Provide additional resources, such as books, articles, or online tutorials, to encourage ongoing development.
11. Assessment and Certification
Quizzes and Tests: Use quizzes or assessments to test knowledge at the end of each section, ensuring understanding of core principles.
Final Certification: Offer a certificate of completion for added motivation and a sense of accomplishment.
This course outline can help learners develop a well-rounded skill set for telephone sales, covering essential techniques while fostering confidence and adaptability in real-world scenarios.
If you need to increase SDR telesales or telemarketing results or a low-cost telephone sales course, ask the author about this course. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs or discuss some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.
