Course overview
"Telemarket your Way to Success" teaches you outbound telemarketing sales and communication skills and majors on the cold call because that's the one most people find hardest to make. Yet you will see how you can apply those skills on any telephone call to an established prospect or regular customer, on an inbound or outbound call with equal success.
It's a fast paced course that's capable of taking you from a standing start to hitting the ground running in just four weeks. It scrutinises professional telemarketing/telephone selling and firmly disassociates anything you learn on this course from any bad telemarketing experiences you may have had.
It introduces you to the pattern of the sale - but with a twist you've probably not come across before - one that enables you to positively separate your telephone conversations from the other 95% of people who attempt to use the telephone to facilitate a sale. And it shows you how to use this pattern proficiently to achieve outstanding results.
We're here to help you! - There's an online worksheet that accompanies each module of the course. Complete the worksheet after you've done the module and before you move on to the next one. To get the most from this course submit your worksheets to us for our help and advice and to act as a sounding board to check your progress - we'll help you tailor your learning for maximum positive impact on your individual situation.
Overview - contents
Course Introduction
How to find your way round this course, some suggestions as to how to get the best out of the email and telephone guidance provided; your assessment of your skills currently and the objectives you want your course to help you achieve
Introduction To Telephone Prospecting
Examine your approach to the activity and recognise the potential power of the telephone
Source The Best Sales And Marketing Data
Analyse your existing customer base first and use your findings to help you source your best prospects and focus primarily on following up the most promising ones
Recognise Yourself And Others
Learn about yourself and others and find out how to put that learning to very effective use
Organise Your Prospecting Time
Plan a routine that enables you to focus your efforts on targeted prospecting activity to get the most productive results as quickly as possible
Get The Most From Each Call
An introduction to the basic skills that are fundamental to all types of selling: Face-to-face, telephone, writing – anything - we discuss them in relation to the telephone
Open The Gate
The only way to get over a problem with getting past Gatekeepers is practice: You get SIX ways here to help you
Open The Sale
Understand the importance of selecting the most appropriate Opening for each situation. Get it wrong and it's curtains. Get it right and you're in with a chance
Create And Maintain Interest
Learn to ask relevant, sensible, intelligent questions that make your prospects want to know more. You will positively separate yourself from 95% of people who try to sell
Buying Signals And Committal
Recognise Buying Signals when they arise and know how to gain committal to them
Secure A New Business Meeting
Apply the techniques that you are honing to get yourself, your boss or a field based colleague in front of better-qualified prospects
Present Your Offer
Having asked intelligent business-related questions and really listened to the answers, you are now in a great position to initially present your offer
Close The Deal
Eight proper Closes plus a further eight ‘helpers’ for you to ring the changes and test which work best for you
Sort Out Objections Once And For All
Once you fully understand the underlying resistances that objections stem from you find it much easier to handle and overcome them
TeleMarket your way to Success Culmination
What you’ve learnt and how to continuously apply it as your business grows
Price: £897 + VAT - includes 4 weeks' email and telephone mentoring
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