Professional Selling Over the Phone
 

             Days:           1

Prerequisites:           None

             Unit 1 :           Preparing for telesales

           Topic A: 0   Preparing the workspace

           A-1:           Organizing the teleselling workspace

           A-2:           Identifying teleselling aids

           Topic B: 0   Preparing to write telesales scripts

             B-1:             Writing telesales scripts

             Unit 2 :           Essentials of telesales

           Topic A: 0   Communication essentials

           A-1:           Using voice effectively for teleselling

           A-2:           Improving listening skills

           A-3:           Understanding communication styles

           A-4:           Using questions for telesales

           Topic B: 0   Handling telesales calls

             B-1:             Managing calls

             B-2:             Maximizing telesales calls

             Unit 3 :           Prospecting

           Topic A: 0   Generating telesales prospects

           A-1:           Identifying methods to find telesales prospects

           A-2:           Using voice mail in telesales

           A-3:           Working with screeners

           Topic B: 0   Interacting with prospects

           B-1:           Building a relationship with a prospect

           B-2:           Maintaining relationships with prospects

           Topic C: 0   Cold call strategies

             C-1:             Using the soft sell

             C-2:             Maintaining a positive attitude

             Unit 4 :           Closing a sale

           Topic A: 0   Closing sales over the telephone

           A-1:           Preparing for the close

           A-2:           Using the closing process

           Topic B: 0   Addressing telesales challenges

           B-1:           Resolving telesales objections

           B-2:           Addressing telesales rejections

           Topic C: 0   Maximizing telesales performance

                        C-1:                        Understanding cross-selling techniques

                        C-2:                        Gaining feedback from customers