Outrageous TELESELLING SKILLS
Overview | Benefits | Workshop Agenda | Program Details

SAMPLE AGENDA.

• Introductions. Seller's Attitude. Peddler vs Trusted Advisor. Differentiation. Selling Value in a transactional telephone world.
• Marketplace Overview. What pressures are the customers experiencing because of what is happening in the world at large.
• Product Overviews. What products/services do you sell and why do your customers buy them.
• The SHORT Sales Cycle. What steps does a teleseller go through to close the sale - HELLO to a SALE.
• The Sale Process. How to create a Reason to Listen.
• Sales Process Phases. Hooks, Needs Analysis, Needs Fulfillment, Close.
• Videotape Activity. HOOKING Statements. (Seeing is believing. All activities are videotaped so the teleseller can see what they sound like and look like. (Body language has a direct impact on HOW the voice sounds.)
• Questioning Skills. How to probe throughout each Phase. Understand the generic customer pressures. Develop questions for those conditions.
• BULLPEN - LIVE TELEPHONE ACTIVITY. All telesellers go on the phones for 1 hour.
Practice and receive instant coaching from Workshop coaches and Sales Managers/Leads.
• Objections. How to use the Rogerian Model for handling objections ON THE TELEPHONE.
• Videotape Firing Line Activity. Objection Handling
• Need Fulfillment. How to recommend your product offerings. Describe HOW your product reduces costs or increases productivity. Provide a quick ROI. Offer options.
• Language and Listening Skills. Activity. Prepare for Bullpen.
• BULLPEN - LIVE TELEPHONE ACTIVITY. All telesellers go on the phones for 1 hour.
Practice and receive instant coaching for Workshop coaches and Sales Managers/Leads.
• Awards and Next Steps