Duration
2 days
Learning outcomes
Upon completion of this course, participants will be able to:
Master the skills on how to tackle customers the same customers every month
Handle follow up call and close more sales
Improve persuasion skills over the phone
Create a sense of urgency to close more sales
Handle objection from customers and convert objection to sales
Grasp the techniques on how to negotiate with dominant customers
This Sales Training Course is especially beneficial for these professionals:
Pharma Telesales
Sales Representatives
Call Centre Agents
Business Development Executives
Customer Service Representatives
Marketing Executives
Training Methodology
- - Interactive lecture
- - Group discussion
- - Presentation
- - Games
- - Role Play
Module 1: Introduction to Telephone Sales
Telesales
Glossary of Sales Terminology
Knowledge and Attitude
Converting Enquiries into Sales
Introduction
Types of Incoming Calls
Preparation of Incoming Calls
Module 3: Outgoing Calls
Sell to Dominant Customers
Sell to the Same Customers every month
Module 4: Sales Cycle
What is the Sales Cycle?
Stages of Sales Cycle
Module 5: AIDA (Attention Interest Desire Action) Sales Structure
Overview of AIDA Sales Structure
Module 6: Features, Advantages, and Benefits (F.A.B.)
Introduction to Feature
What is the Products Advantage?
Express the Feature
Advantage and Deliver the Sales Benefit
Module 7: Questioning Skills - When and How to Use
Hypothetical and Leading
Reflective
Specific or Probing and Closed or Open
Module 8: Situation Questions
Problem Questions
Explicit Needs
Implied Needs
Module 9: Listening Skills – Are You a Good Listener?
Closing Techniques and Reasons for Low Feedback
Alternative, Assumptive, and Summary Close
Module 10: Objection Handling
Listen and Specify
Question and Answer
Confirm and Close How to improve persuasion skills
How to create a sense of urgency
How to handle objection
Module 11: More Techniques for Handling Objections
Feel, Felt, and Found
Agreement
Customer’s Right
Module 12: Hidden Objections
Confidence
Defensiveness
Module 13: Managing Sales Time
Tips to make the Sales Time
How to end the call with courtesy
Follow up with existing customers
Programme scope, delivery arrangements and suitability are confirmed during enquiry.