Telephone Sales

Course Overview

Sales representatives may be required to speak to potential customers over the phone in order to sell the organisation's products and services. 

This course has therefore been developed to give learners the skills and knowledge required to effectively sell the organisation's products and services over the phone.

Key Content

• What telephone sales involves;
• The organisation's Sales Manual;
• Responsibilities of sales representatives;
• Achieving targets;
• Preparing before making calls:
• Understanding key information;
• Setting objectives for calls;
• Establishing the length of calls;
• Gathering information about prospects;
• Developing and rehearsing a personalised script;
• Answering questions and overcoming objections;
• Closing the sale;
• Debriefing after the call;
• Convert inbound calls into sales.

Learning Outcomes

At the completion of this course, learners should be able to:

• Describe what is involved in telephone sales;
• Recognise the contents of the organisation's Sales Manual;
• Explain their responsibilities;
• Discuss how to prepare for, make and debrief after a sales call;
• Describe how to convert inbound calls into sales.