Selling and Persuasion Skills For Advanced Specialist Telesellers

Overview

The TeleSales Edge is based on a five step process.

The five steps offer a complete systematic step-by-step method that takes the guesswork out of phone prospecting and selling.

The TeleSales Edge - 2 Days

1. Why Don't Customers Buy?
   The three primary telebuying fears:
   - Initial concern
   - Pre-purchase concern
   - Post-purchase concern
   
   
2. The Five Step Sales Process
   Customize to each buyer
   Master the process, control the result
   Why every step is crucial for sales success.
   
   
3. Step One: Establishing Credibility
   Introducing yourself
   Creating a memorable first impression
   Establishing a first name cue
   Introducing yourself and State
   Requesting time to talk.
   
   
4. Step Two: Establishing the Purpose of the Call
   Using a lead-in benefit statement
   Asking permission to ask questions.
   
   
5. Step Three: Uncovering and Confirming Needs
   Asking qualifying questions
   Identifying key needs
   Paraphrasing and summarizing.
   
   
6. Step Four: Customize Your Solution
   Turning features into benefits
   Customizing the benefits
   Using a trial close to test for agreement.
   
   
7. Step Five: Close the Sale
   Preventing and overcoming objections
   The three best ways to close
   Using a post-close summary to prevent buyer remorse.