Course Highlights

This telephone selling skills course will:

  • Offer frameworks for structuring four types of calls.
  • Suggest language for illustrating value and overcoming price objections.
  • Recommend best practices for following up.

Course Overview

Selling over the phone can be clumsy, clunky, or downright scary without the skill and ability to craft a call plan, build rapport, and follow up. This two-hour training program addresses the fundamentals that anyone who sells by phone should master. The course covers tactics for handling inbound calls, requests for contact, check-ins with previous customers, and the occasional cold call to a potential client or customer.

Program Objectives

At the conclusion of this program, participants should be able to:

  • Articulate the value of the organization’s products and services.
  • Establish a call goal.
  • Choose a call framework.
  • Frame the purpose of a call.
  • Use a permission structure to gather information.
  • Repeat and rephrase what the other person says to confirm understanding.
  • Close a call without leaving questions on the table.
  • Leave a professional voicemail.
  • Leverage Outlook’s automation features to follow up.

Program Modules

  • What You Have: Identifying Benefits and Value
  • Four Types of Calls: Picking the Script
  • The Right Foot: Starting Moves
  • Ask and Answer: Communicating Effectively and Efficiently
  • Matters of Mechanics: Using Voicemail and Email Tricks

By the end of this instructor-led training course, participants should be able to handle four types of calls confidently and competently.