Posts Tagged ‘telephone techniques training’

The magic ingredient that will help you get on in life – ENTHUSIASM

Friday, June 25th, 2010

The magic ingredient that will help you get on in life is ENTHUSIASM and it’s close associate ENERGY.

I often sit there watching TV at night wondering what makes those who offer us advice on all manner of aspects of our life, celebrities. Is it that they’re the most highly qualified in their field? Not usually. Are they the brightest or most experienced? Again not necessarily. But what they all possess in common is enthusiasm for what they do and energy around doing it. This is especially true of the TV chefs. I always think people like Jamie Oliver and Rick Stein really love what they do. The cynic may say, well yes “if I was earning what they were earning, I could be enthusiastic too.” But of course it doesn’t happen that way round does it? You have to put the effort in first and loads of energy, then the rewards will come. Ok, that’s the moralising over!

Enthusiasm and energy are what will get you waht you want from life

Enthusiasm and energy are what will get you what you want from life

If you’re selling your business to others as a business owner or director or you’re employed in a sales position, it is really important – vital in fact that you’re communication  reflects this positive attitude and strong belief.

Those of you who have already been on one of courses and done the work on ‘Expression, Energy and Emphasis’ will know that you can tell 40+ things about a total stranger from the opening 6 words of a telephone conversation! Remember grey, red, pink & fluffy and the brown man ?!

The energy in your voice will say more about you than you will ever realise. Make it part of your power of attraction. Jamie does.

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Posted in Independent audit of telemarketing team, Selling advice, Telemarketing management, Telesales tips, communication skills, sales development training, telemarketing, telephone techniques, telesales, telesales team management | No Comments »

Telephone techniques training course – 1 day

Thursday, March 11th, 2010

Telephone techniques course – 1 day course. We’re just putting the finishing touches to our latest one day course in telephone techniques for all business people who use the phone talking to customers.  This series of one day courses is being offered at venues across the Midlands including Leicester, Corby, Kettering, Wellingborough, Northampton, Loughborough, as well as Birmingham, Milton Keynes, Cambridge, St Ives, Coventry and Daventry. 

Raise your game and build better relationships with your customers

Raise your game and build better relationships with your customers

Whereas our ‘full fat’ 2 day courses are generally aimed at either Telesales OR customer service, this one day compact course is for all staff who deal with customers.

It covers all the basic things you need to be aware of when dealing with customers. In just one day you will cover ;

  • Listening skills
  • Questioning skills
  • Expression (how your voice tells the other person more about you than you will ever know.)
  • Mixed messages (why the message you send is not always the message they receive.)

Attending our course will increase your awareness of yours and your customers communication skills. This will enable you to build better empathy with your customers, thus ensuring better long-term trading relationships.

Better communications skills and telephone techniques leads to more sales and a greater customer experience. If you are interested in this compact telephone skills course in Birmingham, Daventry, Coventry, Leicester, Northampton, Kettering, Cambridge, St Ives, Solihull, Lichfield, Loughborough or anywhere across the East and West Midlands, drop us a line to info@tomarket.co.uk and we’ll send you more information.

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Posted in Forthcoming courses, communication skills, telephone techniques, telesales | No Comments »

How to deal with – I’m happy with my current supplier

Friday, November 20th, 2009

How to deal with – “I’m happy with my current supplier.” This is one of the most common objections you face in any form of selling. As a result it is worth building some ’script’ in your head at least to help you combat it.

After all, if you can make 10% difference to your success in handling this objection, think what difference this would make to your sales results.

Happy with my current supplier - how to deal with that old chestnut

Happy with my current supplier - how to deal with that old chestnut

There are many things you can do and say to deal with such objections. Follow this link to the full article we’ve written on ezine   http://ezinearticles.com/?Objection-Handling—Im-Happy-With-My-Current-Supplier-Thanks&id=3289726

It is also worth spending a little time with your colleagues brainstorming some ideas. Combining your ideas in this way builds synergy, creates team spirit and helps everyone. One of our clients has recently started doing this every Monday morning and is already seeing more positive results and a better team atmosphere.

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Posted in Field sales training, Overcoming objections, Selling advice, Telesales tips, sales development training, telemarketing, telephone techniques, telesales | No Comments »

Telesales and telemarketing training for contract cleaning companies

Friday, November 6th, 2009

Contract cleaning companies rely heavily on telesales and telemarketing, and To Market gets many training and development enquiries from this industry sector. Having an effective telesales or telemarketing team is important if you are trying to generate new leads and new business opportunities in contract cleaning.

Not all contract cleaners are as cheap to pay as this one !
Not all contract cleaners are as cheap to pay as this one !

Building a good database or list is fairly straightforward if you’re a contract cleaning company as most business of a certain profile will have a potential use for your services.

To Market training for contract cleaning companies usually starts with the onsite team audit where we will come and listen in to your team for 2 hours. At that point we can give you a report back on your team, and areas for improvement. The 2 day in-house telephone communication skills course is then tailored to address the areas for improvement.
In addition as one contract cleaning client said recently “the other good thing about training is that it signals to my team that their role is valued and that I’m serious about their targets too !”
Give us a call on 01858 461148 to discuss your current business situation and your development plans. Maybe we can help.

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Posted in Telemarketing management, benchmarking telesales teams, communication skills, contract cleaners, sales development training, telemarketing, telephone techniques | No Comments »

Telesales and a 30% rise in turnover for Cambridge company

Wednesday, September 16th, 2009

Telesales and a host of other good business initiatives has helped produce a 30% rise in turnover for a Cambridge based company since the beginning of the year.

To Market is pleased to have worked with a Cambridge company in training and development for their telesales team at the beginning of 2009. An intensive 2 day course for the 8 people they have in telesales in their Cambridge office has produced some fantastic results. In a business to business market sector that has seen market falls of 8% year on year, this company has produced increased turnover of just under 30% in the same period.

Cambridge telesales and telemarketing training

Cambridge telesales and telemarketing training

Training work on benefits selling, overcoming objections, dealing with gatekeepers and telephone techniques training has helped the team maximise sales opportunities. Additionally the introduction of new KPIs key performance indicators and a stronger focus on telesales activity has seen contacts and dial rates increase 37% for the team as a whole.

As the market picks up, success awaits those companies who invest in their teams to make sure they are the absolute best they can be. Fortune favours the brave. Bespoke tailored training available for business to business organisations in areas such as Birmingham, Coventry, Leicester, Northampton, Kettering, Wellingborough, Corby, Daventry, Grantham, Stamford, Newark, Cambridge, Newmarket, Derby, Nottingham, and Peterborough as well as wider parts of Leicestershire, Northamptonshire and Cambridgeshire. Talk to us, we’ll explain how.

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Posted in Getting past gatekeepers, Overcoming objections, business growth, communication skills, sales development training, telemarketing, telephone techniques, telesales, telesales team management | No Comments »

Get positive

Tuesday, January 27th, 2009

Apparently there’s a bit of a recession on at the moment ! Only last week (mid January) the figures came out to confirm it ! Well that’s come as a bit of a bolt out of the blue hasn’t it ?!

It has been said by many wise people that “you can’t change what has happened to you, but you can decide how you will deal with it.”

So let’s get a positive attitude and get over it shall we ?!

Apparently this has been one of the longest bear markets for a while – 16 years. There is normally a market correction or recession every 10 years or so. Our job then is to come up with strategies and ways of dealing with it.

Now is the time to review the products and services you offer your customers. You have got time to try new ideas, now is the time to review your communication strategy with all of your customers - both those who are still with you, and those who used to buy your products and have stopped for whatever reason.  

Now is the time to look at getting some ideas from your front line troops on ways your organisation could improve, and now is the time to look for some additional training and development ideas for them. They may well need help and motivation to help you win the business that is out there at the moment.

Even if you haven’t got any more than £100 to spend, you can still have access to the training CDs available through www.associatedlearningsystems.co.uk They’re currently only £16.99 delivered and ordering is easy through PayPal. They cover customer service training, telesales tips, telemarketing techniques and ideas on self-development.

Remember one of Churchill’s lesser known quotes  “I am an optimist. It does not seem too much use being anything else.” How true.   

 

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Posted in Selling advice, communication skills, customer services, telemarketing, telesales | No Comments »

Telesales training course – Corby 22nd January 2009

Tuesday, January 13th, 2009

You have an opportunity to join us for a one day telesales course in Corby on 22nd January.

We have been commissioned to run a course by a Northamptonshire training company on that day. Some of the delegates will be theirs, but we have 2 places available at the moment.

This course is highly suitable for any telesales or telemarketing people, especially if you’re based in Northampton, Corby, Kettering, Wellingborough, Peterborough, Leicestershire or Northamptonshire. You can e-mail us at info@tomarket.co.uk for more course details, but the course will cover ;   

·         Discussion on the key things that work and don’t work in verbal communication (and how all these things are mostly based around just 2 key principles !)

 

·         The true impact of Expression, Energy and Emphasis. How just the opening 6 words of a call can tell you 40 + things about a stranger (you can’t even see !)

 

·         Questioning skills. To understand what different types of questions there are, how to know when to use them, and how to structure a good sales call around good questioning techniques. We also demonstrate how it makes people like you more too !

 

·         Understanding the sales process so as to be able to navigate your way through an effective call. How to know what to do, when. This will cover ;

 

o        How to open a telesales call (and how it’s different to face to face sales.)

o        Identifying customer needs

o        Use of quality questions to unearth the right information and build rapport

o        Dealing with different types of customer

o        How to wrap up a sales call

 

·         How to organise your telephone sales activity (to get the most out of your time)

 

·         Who to prioritise to get the best chance of success

 

·         Getting past gatekeepers. Understanding that it is all part of the game

 

·         Opening lines to use to create interest

 

·         Ways of dealing with the dreaded ‘price objection’

 

·         How to sell on things other than price

 

The fee for this course is just £199 + VAT per delegate. In return we will feed you, give you warm drinks, a set of notes and a host of useful and motivational ideas and new techniques to try !

 

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Posted in communication skills, telemarketing, telephone techniques, telesales | No Comments »

Advice on getting past the gatekeeper

Monday, December 1st, 2008

We’ve already got some advice posted in the tips section but if you’ve got here from the blog, here are some tips for getting around the gatekeeper (bane of our lives !)

If you can’t get hold of the person you need to speak to, try calling them at one end of the day or the other when the receptionist is unlikely to be there. Before 9 and after 5 are always good times. Second always store direct dial numbers when they’re given to you or you hear them on voice mails. The same goes for mobile numbers. Another tip is to try another person – such as someone in their department and ask them some questions. They’ll often be able to tell you the main things you want to know.

This is one of the subjects we often end up discussing in our telesales training courses, and the telesales tip on getting past the gatekeeper relating to storing mobile numbers comes from a recent telesales training course in Birmingham West Midlands. 

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Structuring a powerful sales call opening

Saturday, November 29th, 2008

Needless to say starting your outbound sales call with a good strong opening is particularly important. Because of course if the opening doesn’t grab their attention, then you won’t get past first base, and all the other wonderful things you want to tell them will be wasted !

So do I recommend starting with a powerful series of benefit statements ? Well ‘No,’ probably not in most instances. People like to be communicated with in a respectful, clear way. So make your call crystal clear.

You should start with 3 things in the first sentence. You say ;

  1. Your name
  2. Your organisations name
  3. The reason for your call

This allows the other person to be clear about the context for your call, and they’ll start to evaluate their responses. Be honest and open at the start and you will get more from the other person. This is one of the parts of the 2 day telesales course that we run. You can download a full course schedule by following this link http://www.tomarket.co.uk/course-schedules.php but the opening of the sales call is an important part of your ’script’ so work hard to get it right.

And of course preparing the reason why  you’re calling also makes sure that you know why you’re making this call !

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Posted in communication skills, telemarketing, telephone techniques, telesales | No Comments »