Professional Selling Over the Phone

Course Outline

Duration: 1 Day

Description: This course teaches students about using the telephone for professional selling. Students will learn how to prepare scripts, manage calls, implement components of an effective voice, listen to feedback, and ask questions to increase sales. Course activities also cover finding prospects, discussing the type of information to leave on prospects' voice mail, maintaining a positive attitude, identifying the components of the soft sell, and building and maintaining relationships with prospects. Students will also learn about gaining feedback from customers, addressing rejection, resolving objections, and closing a sale. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Course Contents:

Unit 1: Preparing for telesales

Topic A: Preparing the workspace

Topic B: Preparing to write telesales scripts

Unit 2: Essentials of telesales

Topic A: Communication essentials

Topic B: Handling telesales calls

Unit 3: Prospecting

Topic A: Generating telesales prospects

Topic B: Interacting with prospects

Topic C: Cold call strategies

Unit 4: Closing a sale

Topic A: Closing sales over the telephone

Topic B: Addressing telesales challenges

Topic C: Maximizing telesales performance