Catalyst HRD Ltd

T: 01425 402025
E: enquiries@catalysthrd.co.uk

Telemarketing	2 Day Course

Course Objectives:

To enable individuals to: use the telephone to sell more effectively maximise their database generate new business develop proven telephone sales techniques

Course details:

	What is selling? recognising opportunities the 'Sales Circle of Success' qualities of effective sale people Positive telephone communication creating the right impression answering promptly being prepared making the most of incoming calls Establishing goals getting organised your canvassing system coping with bad days Planning telemarketing tactics building a databank managing outgoing calls structuring a call Getting thorough to the decision maker finding out the decision maker's name by-passing the administrator Contacting the decision maker opening statements grabbing their attention seeing the customer's perspective Probing to identify needs questioning skills open, closed and assumptive questions leading and selling questions Features and benefits selling benefits not features providing proof unique selling points Persuasive communication matching using testimonials Dealing with objections diffusing tension pre-empting objections uncovering concealed objections finding the true objection overcoming objections Handling complaints complaint handling procedure converting complaints into sales recognising opportunities Closing knowing when to close on the telephone listening to tone of voice using questions closing techniques Follow up calls confirming the buyer's wisdom selling up, on and across

Tailoring the Course Content:

Catalyst will endeavour, with your help and approval, to tailor the course content as much as possible. We can do this by:

Incorporating your organisation's documentation
Referring to your organisation's policies, guides and procedures
Agreeing pre-course and post-course work
Tailoring exercises and the course manual to suit your requirements

For further details on how Catalyst can tailor your course see Tailored Courses.

Facilitation:

This course is participative and challenging. Delegates practice making a range of sales calls and analyse their effectiveness. Use is made of our closed circuit telephone 'laboratory'. Advice is given on how to succeed in a competitive market.

Who should attend?:

This course is intended for those people who are new to telesales, need refresher training or have had no formal telemarketing training.