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Sales and Marketing

Successful telesales

All sales, whether large or small, start with a single telephone contact. The telesales call is the most challenging for sales professionals. This course provides a range of tips and techniques to maximise the opportunity for the sale and achieve targets.
Cost: £475 + VAT
Duration: 1 day(s)
Available dates and locations
  • London
    • Wednesday 01/08/2012
    • Wednesday 17/10/2012
    • Monday 17/12/2012
  • Describe the key qualities and behaviours of a successful telesales professional
  • Structure and control a call in order to gain commitment in order to sell your product and service clearly and concisely
  • Improve your chances of gaining business through effective closing techniques
Anyone who is new to selling products or services over the telephone, or those with experience looking for new ideas.
  • Researching the client and preparing for the call
  • Communication – the 3 ‘Ps’ of the voice – projection, pitch and pace
  • A 4-part structure for controlling the sales call
  • Opening the call with impact – giving the client a reason to listen
  • Setting the agenda
  • Questioning techniques – using open and closed questions
  • Understanding the need – where do needs come from?
  • Probing techniques – using facilitation to build greater understanding
  • Active listening, summarising and empathetic techniques to build rapport
  • Selling your product and service using features and benefits
  • Closing the sale – how to gain client commitment
  • Objections – recognising and managing the 4 principal sales objections
  • The art of negotiation – how to use currencies on the phone
  • Service delivery – tips on how to exceed client expectations
  • Complaint handling – a 5-stage process
  • Selling to large organisations
  • Individual and team practice sessions to consolidate the learning

Payment:
Must be made in full no later than 14 working days prior to the course start date.

Transfers:
The following charges will apply if you wish to transfer your booking to a later course date:
21+ working days before a course = 0% of the course fee
5-20 working days before a course = 50% of the course fee
1-4 working days before a course = 100% of the course fee

To transfer a delegate please call us on 0800 022 3410.

Substitute delegates:
You can transfer a place on a course to a substitute delegate free of charge.

Cancellations:
The following charges will apply if you wish to cancel a course:
21+ working days before a course = 20%
1-20 working days before a course = 100%

Cancellations must be received in writing via email to courses@capita-ld.co.uk and must contain the full booking details including organisation name, booking and delegate contact details.

For full terms and conditions please see Terms and conditions page, for other queries please refer to our frequently asked questions page.

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Enquiries

For more information on any of our services contact:

E: enquiries@capita-ld.co.uk
T: 0800 022 3410