This programme is specifically for personnel involved in outbound telephone calls.

Who Should Attend?

This programme is for people who are required to make outbound telephone calls to new customers and existing customers for the purpose of securing sales in products. People do not need to have previous sales experience to benefit from this programme.

Course Modules

Module 1: Understanding the role of telemarketing today

• Dispelling the myths of telemarketing
• The importance of telemarketing in today's world
• How to be productive on the telephone
• Secrets of great telephone sales people
• Making calls to customers versus prospecting
• Understanding why features and benefits selling still has a place
• Making the most of the shortest sales process
• Identifying the features and benefits
• Coping with rejection

Module 2: Communication Skills for Telemarketers

• Removing the myths of building rapport
• Building genuine rapport through Neuro linguistics (NLP)
• Understanding people's preferred methods of taking in information and buying
• Avoiding the barriers that stop your customer buying your product / service
• Identifying the four behavioural styles through personalities
• How to sell to each different style

Module 3: Getting started with outbound telephone calls

• Preparing to make out-bound calls
• Why people have call reluctance
• Scripts or no scripts - why use them
• Questions that work for out-bound calling
• Opening the telephone call and putting the customer at ease
• How to maintain call structure
• Active listening skills

Module 4: Presentation, Handling Objections and Closing

• How to complete an effective presentation
• Up-selling and cross selling for outbound callers
• Handling Objections
• Closing the sale

Learning Outcomes

This programme will assist people to have the confidence to be effective in making outbound calls on a consistent basis and securing sales. They will have a structured approach and be able to manage the sales process.

Duration

4 weeks (recommended)

Personal Trainer

Yes

Homework/Skill Application Testing

Yes

The Mastering Sales™ Guarantee

If we cannot increase your sales by at least three times the cost of the programme and you have completed the course from beginning to end and put the majority of ideas into practice, we will give your money back in full. We guarantee to increase your Sales!

Certificate

You will receive a Certificate acknowledging your completion of this programme.

Investment

AUD $675.00 per person or $550 per person when registering 5 or more people
to any one of the SFI Public Programmes
NZD $675.00 per person or $550 per person when registering 5 or more people
to any one of the SFI Public Programmes
USD $575.00 per person or $470 per person when registering 5 or more people
to any one of the SFI Public Programmes

Please select from your relevant currency USD dollars applies to all countries outside of Australia and New Zealand.

All prices quoted below are costs per person and exclude taxes.

Conditions of Participation

This programme is subject to copyright and for attendance by the nominated participant. The programme is provided under specific conditions of use and entry to the Online Training Room. Contact the office for full details.

Course Links / Next Step

Mastering Sales™ Selling Skills Programme

Registration

Register online or download a registration form, complete and fax to our office

Limited vacancies due to personal coaching.