Telephone Sales Training

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This course examines how to benefit from the Telephone Sales Training. Telephone Sales Training Course is now recognised as an exciting programme that will bring you up to date on the latest techniques and approaches that are appropriate in Telephone Sales.

By the end of this course participants will be able to:
• Understand the objectives and goals of Telephone Sales.
• Know how to develop Skill knowledge and attitude.
• Know how to use the A I D A Sales Structure.
• Understand how to use Situation Questions.
• Know how to use listening skills.
• Know the Four More Techniques for Handling Objections.
• Know how to find a man.

Methodology of Training
Effective presentations for each of the topics together with interactive trainer lead sessions of discussion. There will also be practical sessions and the participants have the opportunity to practice and experience. Role-plays, case studies, DVD's, videos, small group work, exercises and feedback will be used to facilitate learning.

The Organisational Impact
• Participants will be able to work successfully in this course.
• Participants will be able to describe the role of the interactive trainer lead sessions of discussion.
• Improve your questioning Skills.
• Participants are encouraged to convert enquiries into sales
• Participants will be able to use closing techniques
• Participants will be able to managing sales time.

This course is designed for :
This Telephone Sales training course has been designed to help telesales people to gain the skills and knowledge needed for effective telephone selling.



19-23 september 2011

15-19 August 2011

22-26 August 2011

29 August – 2 September 2011

5-9 september 2011

12-16 september 2011
















Additional Info

  • Day 1:

    •    The Definition of Selling
    •    Glossary of Sales Terminology
    •    Skill knowledge and attitude
    •    Converting enquiries into salesIncoming calls
    •    Buying SignalsFinding the MAN
    •    Who are we trying to sell to?

  • Day 2:

    The Sales Cycle
    The A I D A Sales Structure
    •    Attention
    •    Interest
    •    Desire
    •    Action
    Features, Advantages and Benefits (F.A.B.)
    •    What is a Feature?
    •    What is a Product Advantage?
    Express the feature, explain the advantage and deliver the sales benefit.

  • Day 3:

    Questioning Skills - When and how to use:
    •    Hypothetical
    •    Leading
    •    Reflective
    •    Specific or Probing
    •    Closed
    •    Open
    Situation Questions
    •    Problem Questions
    •    Explicit Needs
    •    Implied Needs

  • Day 4:

    Listening Skills – Are You a Good Listener?
    •    Closing Techniques
    •    The Alternative Close
    •    The Assumptive Close
    •    The Summary Close
    Reasons for Low Feedback
    Objection Handling
    •    Listen
    •    Specify
    •    Question
    •    Answer
    •    Confirm
    •    Close

  • Day 5:

    Hidden Objections
    •    Confidence
    •    Defensiveness
    Four More Techniques for Handling Objections
    •    Feel, Felt, Found
    •    Agreement
    •    You're right, however...
    Managing Sales Time

  • Period: 5 Hours
  • Duration: 5 Days
Read 25968 times Last modified on Saturday, 27 July 2013 23:30

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