CORE Telesales Training Course
CORE - Collaborative, Open, Relevant, Effective
This is our highly motivational and effective CORE Telesales Training Course. It is highly effective at developing the sales skills of all levels of telesales people and can be tailored to suit B2B and B2C telesales environments. This course is proven to bring tangible results and includes live calling session to help the delegates to understand how their new approach can change the behaviour of their customers, leading to more sales and profit.
What's in the Course?
Telesales Campaign Planning
Creating Effective and Reliable Gatekeeper Strategies
Accessing and Influencing Decision Makers
Effective Qualification of Decision Makers
Developing Relationship and Trust on the Phone
Understanding Needs, Wants and Desires
Effective Value Presentations
Closing For Next Steps - Appointment, Follow Up, Quote or Close
Tangible Outcomes and Action Plans
All of our sales training programmes create tangible outcomes, strategies that can be implemented and action plans for the delegates to put into practice immediately following their training. This approach means that your team will know exactly how to action their new skills with confidence, bringing you a faster and larger return on your investment.
"Fantastic, positive, motivational day! Really well run!" CB - Nautibouy Marine
"Very friendly and felt comfortable interacting and asking questions. I wasn't embarrassed that I started with little sales knowledge" - CC - BoothBook
"Really informative and easy to follow. Very applicable to our business" - RP - Nautibouy Marine
"Great! Now I know what I need to work on!" - CA - BoothBook
CORE Telesales Training - Full Course Content
Who Would Benefit from this Telesales Training Course?
This Telesales Training Course is ideal for anyone who needs to use the telephone to generate prospects and fill their new business pipeline.
Whether you are a dedicated telesales operative or a field sales person who needs to create appointments, then this lead generation training will show you how to do this effectively.
Key Benefits - What Impact Will It Have On Sales?
As a result of attending this programme, you or your delegates will understand how to:
Plan, manage and measure a telesales campaign.
Build effective relationships with receptionists, leading to gathering essential decision maker information
Create meaningful conversations with decision makers, leading to appointments or sales opportunities
The techniques taught in this cause will have an immediate impact on your pipeline. It has been proven many times that the gatekeeper engagement process can deliver 65 decision maker names and email addresses for every 100 calls made. This can immediately impact your conversion rates through to appointment or sale and can be used to feed your email marketing, leading to more sales.
The decision maker contact techniques create active engagement and interest in your product and service and creates opportunities to book appointments or to move the prospect to the next step remotely.
Course Content - What Will I Learn?
Course Content – Day 1 – Telesales Campaign Planning and Gatekeeper Strategy
Telesales Campaign Planning
Understanding sales activity measurement and analysing conversion rates
Planning telesales activity
Creating a telesales campaign strategy
Receptionist / Gatekeeper Management
Breaking down the telesales process between managing gatekeepers and gaining access to decision makers
Benefits of having a structured Gatekeeper process
Successful questioning techniques for gathering important information
Understanding people’s behaviours and reactions
What you can do to create an alternate reaction / behaviour
Delegates will undertake practical exercises to develop the skills learned in this section required for managing gatekeepers. More information about this follows at the end of this overview.
Course Content – Day 2 – Accessing and Influencing Decision Makers
Initial Contact with your Decision Maker
Create a structured process for accessing the decision maker and building a relationship
Learn how to create the optimum introductory email and create a template for future use
Prepare effectively for making your first call to the decision maker
Qualification of your Decision Maker
Advanced questioning techniques
Getting the information you need about a prospect’s current status
Provoking thought and motivating change in the decision maker
Presenting your product or service
Understand Features and Benefits
Making the connection between ‘Need / Feature / Benefit / Hook’
Negotiating an appointment or the next steps
Making the close
Establish a structured process for handling objections
Identify key objections
Eliminate objections before they arise
Dispel objections with the LAP Technique
All delegates will be required to bring full brief of their telesales duties and have a minimum of 20 cold leads to call during the training. These need to be of companies you have not done business with previously, that you would like to make contact with. You will need the company name and telephone number, as a minimum. Please also make sure that you bring a mobile phone that you can use to make these calls.
Utilising the data provided and the strategies learned practiced previously, delegates will conduct live calls to gatekeepers, to create appointments, sell the product(s), create awareness or develop client relationships as appropriate to the individual business. Once again, where the facilities allow, calls may be recorded and played back for evaluation purposes.
Our Telesales Training Course can be tailored to the needs of your business. Typically, we run it over 2 days, with up to 15 delegates attending, however, a shorter version is available, taking out the live call practice.
Workshop Based, Not Lecture Style
Our programmes are delivered with energy and motivation, exciting and inspiring the delegates to learn, understand and implement their new skills.
You won't find any boring Powerpoint presentations here! All of our sales training courses are all delivered in a workshop style. This means that new skills and knowledge is achieved through interactive coaching sessions, helping the delegates to bring their knowledge and experience in their markets into the training. This makes the training outcome far more relevant to the delegate and therefore more likely to deliver that essential return on investment. It is also more motivational and engaging than typical sales training sessions.
We promise that your delegates will not be bored!
All Course Links
Wherever you are in the UK, Sure Train can deliver your sales training course in house, at your premises or at a venue of your choice. All of our courses can be delivered as 'In House' - our standard courses delivered for you, or as 'Bespoke' - tailored to your exact needs and outcomes.
Sure Train has offices in Bristol and Exeter and can deliver programmes for you at these venues, but we also work across the country at carefully selected training locations, or at your premises.
We deliver our telesales skills training programmes across the UK, but we have specific centres in the locations below.