top of page

MANAGEMENT DEVELOPMENT COURSE

Today’s workplace has changed

​

  • Time is in short supply

  • How we consume information has changed

  • Attention spans have shrunk

  • Maximising employee productivity is a key commercial objective

​

So where is the ‘space’ for learning and development?

​

As a team of learning and development professionals with decades of experience between us, we’ve transformed the performance of thousands of individuals, but experience alone is not enough. The method of training delivery is now equally important as the content of the course.

​

​

Telesales training in action

Positive Telesales Training

Sadly, it is much easier to be rude and negative towards someone we don’t have to meet face to face, meaning telesales teams often bare the brunt of such negativity.

 

Our Positive Telesales programme walks delegates through tactics to get past gate-keepers, to win over confidence and trust, and to manage discourteous clients. In a classroom setting, using digital telephone role-play equipment your teams can simulate scenarios in a safe environment. This programme modifies to satisfy training needs of those starting their first role in telesales and can be created into a modular programme with other Sales programmes.

Learning outcomes

By the end of the programme delegates will be able to:

​

  • Identify a sales process that will work for your product / proposition

  • Identify verbal hooks to make your proposition stand-out in just a telephone conversation

  • Develop a suite of opening statements to get past gate-keepers and engage in the initial conversations around your proposition

  • Questioning skills to be able to ascertain pain points and ‘must-have’s’

  • Listening skills to be able ascertain blockers and gain customer confidence

  • Transforming objections into buying signals

  • Identifying when is the right time to close the sale

Programme content covers

  • Your product / proposition

    • What steps are there in your sales process?

    • What information will a buyer need to have in order to make a commitment to buy / make appointment etc

    • Who is your target customer? What’s important to them?

    • What makes your product / service different from the competition

    • Create the ‘verbal hooks’

  • Telesales conversations

    • Opening statements

    • Questioning skills & role play

    • Listening skills & role play

    • How to counter objections

    • When and how to close the sale

  • Personal Action Plan

    • What will you do differently tomorrow?

    • Identification of areas for on-the-job practice

bottom of page