5 top tips to help you secure more appointments over the phone. Ensure you have a clear idea about what you are trying to achieve but remember that you must work to build rapport from the start. This involves getting them into conversation – not bombarding them with statements about how good your company and it’s products are.
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Telephone skills training ideas on audio CD. Covering telephone selling, appointment setting, customer service and a host of verbal communication skills : top tips on listening, questioning, how to avoid mixed messages directing the conversation and other key rapport building skills
Outbound telemarketing is back in fashion. As B2B marketers find out that inbound marketing models featuring social media, eflyers and websites aren’t the total answer to their prayers, so outbound telemarketing comes back into vogue. With highly personalised one to one communication – no other form of contact offers such a great way of learning about customer wants and needs.
Start your training with a light-touch exercise – a quick 2 hour audit on your telephone team? Non-invasive, so no time off the phone and we’ll give you a view on how your team interacts with customers on the phone. For both outbound telesales or telemarketing or alternatively for inbound customer service teams. It is also great to run it pre-training to help maximise the benefit of the classroom time.
Using your call recordings is a great way of developing some highly tailored training sessions for your customer service, telesales or telemarketing team. This has been featured in a few training programmes including one run recently in Northampton. Running the standard telephone skills excellence course followed by workshops based around real life calls is a powerful structure for training.
When is the right and when is the wrong time to reveal the price when you’re selling? You may want to do this at the end, but what if you are asked – directly by the prospect? How should you handle that? Here we put both sides of the argument.
6 tips and views on how to keep your outbound telemarketing, telesales or lead generation team firing on all cylinders. Motivating the team is not always easy but is necessary to keep them focused on being successful, and it makes your job more enjoyable too!
Selling benefits on the phone rather than waffling on about features is key to success. Develop words and an approach which sounds relevant, thought provoking and beneficial for them. Also use creative and imaginative language to lift the tone of what you’re offering. The first few seconds are vital and so getting their attention early on makes everything a lot easier.
Directing the conversation is a key skill when trying to steer your customer in the right direction on the telephone. On our 2 day courses we show you the easy to use 2 stage process – the Seek & Speak circle. We demonstrate it to you, and then give you the chance to try it for yourselves. A key communications skills module on our 2 day courses.
You don’t find high pressure selling tactics used in B2B business to business markets, at least not as commonly as in B2C sectors. There are differences in the nature of the customer relationship in these 2 environments which means hard sell doesn’t work in industrial or commercial sales. Here’s why.