Outbound Tele-Sales and Telemarketing

(Generic Outline - All Training is Customized for Individual Clients)

Understand and Apply Key Elements of Consultative Selling
    Intention - Be determined in advance
    Relationship - Build rapport with your customers
    Discipline - Be self-disciplined and practice
    Skill - Learn the skills and techniques required


The Importance of the Outbound Greeting
    Love-Me Trust-Me in the first 20 seconds - Permission Marketing
    The Second Opener is Essential - The Second Question Must Engage the Customer


Call Path Control - The LAMAŠ Technique
    What it is and Why it Works!
    L - Listen
    A - Acknowledge
    M - Make a Statement
    A - Ask a Question


Learn to Sell Consultatively - You Never Have to be "Pushy" Again!
    Soft Sales - What to Say and How to Say it
    Understand the Difference and Learn to Speak Confidently about:
    Features
    Benefits
    Competitive Advantages


Seven Steps to a Successful Call
    1. Opening Greeting
    2. Determine the Needs of the Customer
    3. Present Sales Message
    4. Trial Close
    5. Handle Objections
    6. Close for the Sale
    7. Wrap-up


The Key to Sales is - Ask the Right Questions!
    The Art of Asking Questions
    Five types of Questions
    Questions to Use and Questions to Avoid
    Ask a Question that Serves the Customer, Company and the Agent


"Handling" Objections - No need to "Overcome"
    Open the Conversation to Solve, Resolve or Dissolve the Objection
    Three Ways to Handle Objections
    1. Emotional
    2. Demonstrative
    3. Logical


Stimulate Buying Action
    Use Suggestions and Recommendations


Transitional Statements
    Bridge the Gaps to Information Selling
    Bridge the Gaps to Up-Selling and Cross- Selling


Three Ways to Up-Sell and Cross-Sell
    1. Recognize and Act on Buying Signals - What is a Buying Signal?
    2. Seed the Sale - Plant the Seed and Prepare the Customer for the Up Sell or Cross Sell.
    3. Traditional/Transitional Method -Smoothly Transition to Additional Sales.


Closing Skills
    Trial Closing Techniques
    Direct Closes
    Assumptive Closes
    Alternate Choice or Contained Choice Closes


Wrap-up Skills
    Summarizing the Agreements
    Invite Action
    Sell the Next Step in the Relationship
    How to Say Good-Bye


We will customize this course to your exact needs. We can develop this into an Agent Training Course or a Train the Trainer Course.