Workshop on Telesales and Cold Calling Techniques

Performance-based Telesales and Cold-calling Techniques
1-day intensive practical workshop to prospect, improve and close more sales over the phone

Early Bird Discount: $88 off per person.
2 pax additional 10% discount, 3 pax and more additional 20% discount

Course date: 22 May 2009
Time: 9am to 5 pm
Venue: Furama RiverFront Hotel (Former Apollo Hotel) Havelock Rd
Nearest MRT: Tiong Bahru

Program Overview
The telephone can be an effective and highly efficient medium to increase a firms business.
At one end, it is used to provide complementary services to customers and enhance their loyalty; at the other end, it is becoming increasingly important as an additional distribution channel to introduce or cross-sell products. Somewhere in between, the telephone is used as a vital part in the funneling process to qualify enquiries and turn them into hot leads for the salesforce to follow up and make the sale. This is especially important for the more complex and big ticket products. This workshop is designed to equip customer contact personnel with the core skills to perform effectively over the telephone. Those who want to go beyond sounding niceto give customers a wonderful on-line experience would find this program most helpful too.

Program outline
Telephone: Tool or Nuisance
Major Errors in Using the Telephone
Handling Techniques
Qualities Of A Successful Telemarketer
The Customer Buying Process
The Consultative Selling Process
Turning Enquiries into Sales
Cross-selling and Selling-up
Scripting Messages & Opening the call
Opening a Cold call
Clearing Roadblocks
Identifying & Confirming Needs
Probe, Listen, Clarify
Presenting Benefits & Responding to Objections
Suggestions for effective presentations
Techniques for handling resistance and objections
Obtaining commitments
Techniques to help smoothly lead to a commitment
Using the complete Telemarketing Process

Programme Objectives:
At the end of the workshop, participants will be able to:
Understand how to use the telephone to get leads, sales and serve customers Know how to avoid major errors in using the telephone Be able to adopt a professional tele-phone selling process

Methodology:
Short Lectures, role plays, recordings, playbacks and critiques will be used.
Participants will be given:
Hands-on learning and self evaluation
Reflection of current skills and the desired competence
Contract self to practice and excel in tele-techniques

Click HERE to download the brochure

source: http://www.smafederation.org.sg/