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Sales Using Technology and the Telephone

Course Code: SALETECH

Duration: 1 Day

Course Aims:

This programme enables you to make the most of technology and best manage sales conversations over the phone.

Course Pre-requisites:

This programme is aimed at sales people who have responsibility for telephone sales and/or business development.

Course Objectives:

On completion of this course delegates will be able to:
▪ Make best use of current technology to develop sales opportunities
▪ make the most of the telephone as a sales tool
▪ make the right contacts
▪ use a framework for customer calls
▪ use questions to understand customer needs
▪ listen effectively

Course Content:

Introduction and Objectives

Technology
▪ Twitter/Linked In™
▪ CRM systems
▪ Mobile applications
▪ Search engines
▪ PowerPoint

Building Rapport
▪ Ways to build trust
▪ Warm up your sales approach
▪ Ways to make a positive first impression
▪ Questioning and listening

Managing the conversation
▪ Learn how to create interest
▪ Ways to handle objections
▪ Learn to close the sale
▪ Call backs and leaving messages

Structuring the conversation
▪ Getting the right contact information
▪ Strategies to speak to the decision maker
▪ Asking the right questions
▪ Create a script to maximise

Action planning

Review of Programme

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