Posts Tagged ‘telesales training’
Thursday, January 19th, 2012
Telesales masterclass for telesales and telemarketing. Our next 2 day telesales masterclass will run on 20th & 21st February 2012 at a venue in Leicestershire or Northamptonshire.
Telesales masterclass - 20th & 21st February 2012
The course will cover all the key elements of telephone techniques and communication skills, and how to structure an effective sales call. We’ll be covering top tips and techniques for dealing with objections, listening skills, and questioning skills – what the different questions are, when to use them and how to structure a powerful telephone sales call around good questioning. Add into that an introduction to the 2 stage process for directing the conversation, and a couple of hours on how to structure powerful telesales and telemarketing calls and you have the basic tools to make sure you convert more opportunities, for more value, more often.
Business conditions are challenging for many organisations at the moment. Those who are best at converting the opportunities that are there, will prosper. Contact us for more details on 01858 461148. You can download a copy of a telesales course schedule directly from the site http://www.tomarket.co.uk/course-schedules.php
Course fees are £399 + VAT per delegate for the 2 day course, although there are discounts for 2 or more delegates attending from the same company.
This 2 day course is ideal for telesales and telemarketing personnel in Leicester, Northampton, Coventry, Birmingham, Derby, Nottingham, Cambridge, Peterborough, Kettering, Corby, Wellingborough, Oadby, Market Harborough, Hinckley, Oakham, Warwick, Leamington Spa, Stratford on Avon as well as wider parts of Leicestershire, Northamptonshire, West Midlands and East Midlands.
BOOK NOW for places on 20th - 21st February 2012 Telesales masterclass course. Get your sales year off to a promising start.
Tags: appointment setting by phone, effective telemarketing techniques, selling techniques, telemarketing courses, telemarketing skills, telemarketing training, telemarketing training midlands, telephone skills courses, telesales courses, telesales training, telesales training Leicester, telesales training Leicestershire, telesales training northampton
Posted in Cold calling, communication skills, Forthcoming courses, Internal sales, Overcoming objections, sales development training, telemarketing, Telemarketing management, telephone techniques, telesales, Telesales tips | No Comments »
Wednesday, November 23rd, 2011
Our next 2 day telesales masterclass will run on 12th & 13th December 2011 in Coventry.
Telephone sales masterclass - December 2011 East Midlands
Just 3 weeks away. This course will cover all the key elements of communication skills and how to structure an effective sales call. We’ll be covering top tips and techniques for dealing with objections, listening skills, questioning skills – what the different questions are, when to use them and how to structure a powerful telephone sales call around good questioning. Add into that an introduction to the 2 stage process for directing the conversation, and a couple of hours on how to structure powerful telesales and telemarketing calls and you have the basic tools to make sure you convert more opportunities, for more value, more often. Business conditions are challenging for many organisations at the moment. Those who are best at converting the opportunities that are there, will prosper. Contact us for more details on 01858 461148. You can download a copy of a telesales course schedule directly from the site http://www.tomarket.co.uk/course-schedules.php
Course fees are £399 + VAT per delegate for the 2 day course, although there are discounts for 2 or more delegates attending from the same company.
This 2 day course is ideal for anyone in Coventry, Birmingham, Derby, Nottingham, Leicester, Cambridge, Peterborough, Northampton, Kettering, Corby, Wellingborough, Oadby, Market Harborough, Hinckley, Oakham, Warwick, Leamington Spa, Stratford on Avon as well as wider parts of Leicestershire, Northamptonshire, West Midlands and East Midlands.
BOOK NOW for places on 12th - 13th December 2011 Telesales masterclass course.
Tags: telemarketing courses, telemarketing training, telesales courses, telesales masterclass, telesales skills, telesales techniques, telesales training, telesales workshop, training for telemarketing, training in telesales
Posted in Cold calling, communication skills, Forthcoming courses, sales development training, Selling advice, telemarketing, Telemarketing management, telephone techniques, telesales, telesales team management | 2 Comments »
Tuesday, August 23rd, 2011
Telemarketing scripting – the case in favour. Scripts have a bad press. Many people recoil in horror at the very mention of the word – but wait – hear me out! The reason I suspect that many people don’t like scripts is because we associate them with half-witted telesales and telemarketing people calling us (often at home), not knowing what they’re talking about, with poor knowledge of their products or services. Furthermore if you DARE to ask them a question, they’re thrown, because you are taking them off script.
Telemarketing scripts maybe not such a bad idea
However, it is important to have a structure for your call. So perhaps it’s semantics – we need a call guide rather than a script. What is important though is that you sound like it’s your words. Learn to ‘act’ and ‘feel’ the script, not just ‘read’ it. Remember all movies are scripted. Those presented with Academy awards and Oscars are not ad libbing. They are won by people who make the script sound real, they ‘act’ the script. This takes thought and practice, but it can be done.
Have a strong idea of what you want to say and where you want to the call to go. This includes the ability to respond to any specific comment or qusestion your prospect asks. Deal with it, and then you can return to your script (sorry call guide.) Following this will ensure you make more consistent calls and surprise, surprise you’ll achieve more consistent results.
To Market runs telephone sales and telemarketing training courses across the East Midlands, Peterborough, Cambridge, Leicester, Northampton, Derby, Nottingham, Kettering, Corby, Wellingborough, Coventry, Birmingham, Lichfield, Solihull, Peterborough, Wolverhampton, West Midlands, Milton Keynes, Lincoln, East Midlands as well as wider parts of Leicestershire, Northamptonshire, Cambridgeshire, Suffolk, Buckinghamshire, Warwickshire, Nottinghamshire and Derbyshire
Tags: advice on telemarketing, telemarketing training, telesales calls, Telesales tips, telesales training
Posted in Cold calling, sales development training, sales lead generation, Sales tips, Selling advice, telemarketing, telephone techniques, telesales, Telesales tips | No Comments »
Friday, August 19th, 2011
Travel industry – sell your way out of trouble. As we recently saw another travel company fold, Holidays 4U trading as Aegean Flights, we understand that the travel industry is in choppy waters. These problems are all the more significant when you consider that the travel sector should be making money at this time of year.
Get more people here!
As all business people know making profit and survival is about increasing revenue, cutting costs and managing cashflow. Other sites will give you what you need on the latter 2 topics but here we’re interested in maintaining and increasing revenue.
Selling in the travel industry is about the following key principles ;
- Increasing conversion rates. It is vital that you convert as many enquiries as you can at the point when they’re on the phone (or in your shop, or on your website.) Training in closing and benefit selling is important to ensure they don’t go elsewhere for comparisons.
- Selling higher value products. Customers spend money on a whole package of services and it’s important your team looks for opportunities to sell these higher margin products. Do you adequately reward this to keep them focused on the goal?
- Better customer service experience. With many operators seen as offering similar products and services, it all comes down to the customer experience doesn’t it. If they like your agent, they seem knowledgeable and keen to help, you’re much more likely to convert aren’t you? Make sure you give them adequate product training and you keep them motivated. If not, you’ll lose the business that floats under your nose.
- Better contact with past customers. So many industry sectors have haphazard plans in the way they deal with previous or lapsed customers. And yet they’re the easiest people to sell to. Check how you keep in touch with them after their holiday with you. Ensure you have a programme to make them feel valued. You want to be their number one choice before they even start looking around for their next holiday.
You and any business grows in 4 ways. By ;
- Selling to more people
- Increasing average order value
- Selling to the same people more often
- Reducing churn (the rate at which you lose customers)
Of course none of this is rocket science, but ask yourself if you really understand these metrics in your own business and make sure you have a plan to achieve each of these 4 things. Your livelihood depends on it.
To Market runs telephone sales and telemarketing training courses across the East Midlands, Peterborough, Cambridge, Leicester, Northampton, Derby, Nottingham, Kettering, Corby, Wellingborough, Coventry, Birmingham, Lichfield, Solihull, Peterborough, Wolverhampton, West Midlands, Milton Keynes, Lincoln, East Midlands as well as wider parts of Leicestershire, Northamptonshire, Cambridgeshire, Suffolk, Buckinghamshire, Warwickshire, Nottinghamshire and Derbyshire
Tags: how to generate additional sales, increasing sales, telesales advice, telesales training, training for sales teams, travel sales agents, travel sales training, travel sector training
Posted in benchmarking telesales teams, business growth, sales development training, Selling advice, telesales, Travel industry training | 1 Comment »
Friday, June 3rd, 2011
7 things to help you close that sale. More things than steps to be honest.
We are all in situations where the sale is there to be taken. Some you will win, some you will lose. And that in itself is important not to get too hung up about.
Sure you should do everything you can to ensure you get the deal. I think you should also be aware of and monitor your win ratio. Certainly in our business To Market we track the percentage we win, the percentage we lose and the percentage where the order is never placed (to the best of our knowledge.) You should do the same to ensure the market isn’t changing without you being aware of it.
7 steps to selling more - make them yours
There are many things to do that will give you the best chance of winning more and losing less. And remember the more you win, the more it turns up the heat on your competitor doesn’t it ?!
- Be Subtle
Obviously, you don’t want to just shout out “Well, let’s get the order signed then shall we?!” You need to be subtle about the entire process and build trust with them.
If they throw objections your way, you MUST deal with them. Otherwise they will feel you’re not listening.
- Ask questions. Ask plenty of questions. These are vital for 2 reasons. First it shows interest in the other human being. They will like this and it builds trust. Secondly it allows you to gather all the information you need. In turn, this will make it more likely you will sell them the right product or service to fit their needs.
- Offer Choices
Your potential customer doesn’t want to feel like they’re being pushed into anything. You need to give them choices. This could be something like the specification of the product or service, the quantity, the colour, delivery options, upgrades etc.
• Demos and trials
One of the best ways to close a sale is to let the customer test the product or service. Show them how it works and how it fits into their lifestyle. Allow them to try it in their application, using it in the environment and way that they would normally. This allows them to ‘buy it’ in their mind. Once they’ve done that, you’re there!
- Use careful language
Remember to speak positively, and with benefits. But you must also keep your credibility intact. Making fantastic claims or using manipulative language won’t win you friends. Even using their language back to them (as you are taught within NLP) will help them feel you are just like them. It makes rapport building considerably easier.
- Ask for the order. Once you’ve done what you think you need to do to secure the order, just simply and smoothly run into the next bit which is to ask them if they want to go-ahead, or do the paperwork or book it in. Closing shouldn’t be scary and is merely the next part of the sales process.
- Build future sales opportunities. Keep in touch regularly and always be looking to build the next sale. This could be an upgrade, a new improved product, whatever. Bear them in mind for other things your company could offer them that would make their life better and also tie them in stronger with you.
In selling we never stop learning, but these are certainly 7 steps to ensure you win more, and lose less! The best of luck.
We cover sales and customer service training for clients around the UK including Leicester, Northampton, Kettering, Wellingborough, Coventry, Birmingham, Solihull, Lichfield, Cambridge, Milton Keynes, Peterborough, Leamington Spa, Warwick, Stratford on Avon, Nottingham and Derby. Call us on 01858 461148 if you’d like more details.
Tags: advice on telemarketing, free sales tips, telemarketing training, telesales advice, telesales top tips for free, telesales training, tips on telephone selling
Posted in Cold calling, Field sales training, sales development training, Selling advice, telemarketing, telephone techniques, telesales, Telesales tips | No Comments »
Friday, November 19th, 2010
Telesales training Coventry – testimonials. Read about what some of the delegates on our courses have to say about the interactive 2 day telephone selling courses we run. We ran a telesales telephone techniques course recently for a Coventry based company in the I.T. services industry. They supply hardware, software and support packages. We had a lively couple of days and they made some interesting comments …..
Brad thought “practising sales conversations on the tape recorder was helpful.”
Andy wrote “Very good course, & very well presented, didn’t lose concentration once!” He’d like our follow up work on “overcoming blocks and objections.”
Elizabeth noted “I feel this course has helped me understand a bit better, what and how I should be doing my sales job.”
Jason said “..you were friendly and personable”
- Telephone sales course Coventry
We’re looking forward to working with these guys again. If you are in Coventry and are interested in some ideas for how you can advance and develop your customer service, telephone sales, internal sales or telemarketing team give us a call. We’ll come to you, you supply us with the coffee and we can talk through some ideas. E-mail us at
info@tomarket.co.ukI.T. industry sales and customer service training run in Leicester, Coventry, Northampton, Birmingham, Derby, Nottingham, Cambridge and Peterborough.
Tags: telemarketing skills, telemarketing training midlands, telesales courses, telesales techniques, telesales training, training for telemarketing, training in telesales
Posted in Cold calling, communication skills, sales development training, telemarketing, Telemarketing management, telephone techniques, telesales, Telesales tips | No Comments »
Tuesday, November 9th, 2010
Our final 2 day telesales masterclass will run on 14th & 15th December 2010 in Northamptonshire or Leicestershire.
telesales training - 2 day Masterclass - Leicestershire / Northamptonshire
We’ve chosen these dates as clients tell us things often get a bit quieter just before Christmas and as a result it is a better time for training. This course will cover all the key elements of communication skills and how to structure an effective sales call. We’ll be covering top tips and techniques for dealing with objections, listening skills, questioning skills – what the different questions are, when to use them and how to structure a powerful telephone sales call around good questioning. Add into that an introduction to the 2 stage process for directing the conversation, and a couple of hours on how to structure powerful telesales and telemarketing calls and you have the basic tools to make sure you convert more opportunities that come your way on the phone. Contact us for more details on 01858 461148. You can download a copy of a telesales course schedule directly from the site http://www.tomarket.co.uk/course-schedules.php
This 2 day course is ideal for anyone in Derby, Nottingham, Coventry, Leicester, Birmingham, Cambridge, Peterborough, Northampton, Kettering, Corby, Wellingborough, Oadby, Market Harborough, Hinckley, Oakham, Warwick, Leamington Spa, Stratford on Avon as well as wider parts of Leicestershire, Northamptonshire, West Midlands and East Midlands. BOOK NOW for places on 14th - 15th December 2010 course.
Tags: selling on the telephone, Telephone behaviour, telephone selling, Telephone skills, telephone techniques, telesales courses, telesales masterclass, telesales training
Posted in Cold calling, communication skills, Forthcoming courses, Overcoming objections, sales development training, telemarketing, telephone techniques, telesales, telesales team management | No Comments »
Monday, November 8th, 2010
Telesales closing technniques. It’s easy really, it’s only a question that’s all.
Closing techniques for telesales - easy really
I am often asked about closing tips and techniques for telesales and telemarketing people when clients commission me to run training courses for their sales teams. Sometimes people tell me that their sales team doesn’t close well enough, or that they are frightened of the close. Frightened of what ? Asking a question ? Surely not ?
No, the close should be the natural extension of the conversation you are having with the person you are talking to. The key to effective closing is really about doing the other bits right first. The only reason you should be going for the close, where you ask the prospect for their commitment is because you’ve done everything else and you think they should say yes.
The earlier parts of the sales process are where you ask questions at the identifying needs stage. Your questioning skills and listening skills are the most important elements here. Once you’ve listened to, and got clear about what the prospect’s needs really are, you can then offer your matching statements by telling them how you offer a product or service that matches their requirements. This will frequently involve reinforcing the fact that their requirements are entirely logical and that is why you offer that product or service.
You use the seek and speak circle to control the conversation, and benefit statements to create interest and hopefully a little excitement. That is the quality that will ultimately make them decide to commit NOW – today. This is what you want to aim for.
If you’re getting the right signs and the right level of interest, then you simply ask the question. There are many ways of doing this and your words will need to fit the situation, but they should sound soft and consensual, “Ok, so is this what you want to go for then ?” or “Shall I go ahead and set them up for you now ?” or “great let’s start the ball rolling then shall we ?”
The close really is only a question, nothing more, nothing less. Do your groundwork properly first, and greater conversion rates will be yours! The world definitely has room for one more superstar.
To Market runs telephone sales, telemarketing and customer service training courses across the East Midlands, Peterborough, Cambridge, Leicester, Northampton, Derby, Nottingham, Kettering, Corby, Wellingborough, Coventry, Birmingham, Lichfield, Solihull, Peterborough, Wolverhampton, West Midlands, Milton Keynes, Lincoln, East Midlands as well as wider parts of Leicestershire, Northamptonshire, Cambridgeshire, Suffolk, Buckinghamshire, Warwickshire, Nottinghamshire and Derbyshire
Tags: closing advice, closing techniques, selling on the telephone, telephone techniques training, telesales advice, telesales top tips for free, telesales training, tips on closing
Posted in Cold calling, Field sales training, sales development training, Selling advice, telemarketing, telephone techniques, telesales | 1 Comment »
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 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.
Tags: motivating a telesales team, telephone techniques training, telesales motivation, telesales team management, telesales team motivation, telesales training, training for telemarketing
Posted in communication skills, Independent audit of telemarketing team, sales development training, Selling advice, telemarketing, Telemarketing management, telephone techniques, telesales, telesales team management, Telesales tips | No Comments »
Friday, March 26th, 2010
Befriend the gatekeeper – it’s the only way ! Honestly, it is !
Gatekeepers, receptionists, secretaries, PAs can be the bane of your life to any aspiring telemarketing or telesales person, and this is a hot topic when we discuss telesales or telemarketing training with clients. However it is important to remember a few truths.
Befriending gatekeepers - get them onside
First the gatekeeper has all the power. They decide whether they are going to put you through or not. So why take them on ? No point.
And like anyone else they will respond better to people they warm to. Be friendly and human with them. This doesn’t mean talking about lots of random “I’m trying to be your best friend” type of stuff either.
Use words like help, advise, suggest as this subtley shows that you respect their position. “I know Phil Smith is busy, but can you RECOMMEND the best time to get hold of him ?” You may be surprised how many times these types of approaches work.
Always be polite and respectful, and it will get you more of what you want.
If you speak to the gatekeeper a lot, then it is fine to develop a more social relationship – ask them about their holiday etc, but never do this if it may be considered to be inappropriate.
Getting past the gatekeeper is one of the hot topics at the moment on telesales and telemarketing courses, and so we are looking to include this in a series of short, sharp training sessions we will be running, monthly 2 hour open course training over a 12 month period. These will be offered to businesses across Birmingham, Solihull, Lichfield, Coventry, Derby, Nottingham, Mansfield, Leicester, Coalville, Loughborough, London, Northampton, Milton Keynes, Grantham, Stamford, Peterborough, Cambridge, Newmarket, Bury St Edmunds, Warwick, Leamington Spa, Stratford, Kettering, Wellingborough, Corby, Market Harborough, as well as wider parts of Leicestershire, Northamptonshire, Warwickshire, the East Midlands and West Midlands.
Tags: dealing with objections, objection handling training, overcoming objections, overcoming objections on the telephone, telemarketing skills, telesales training
Posted in communication skills, Getting past gatekeepers, Overcoming objections, sales development training, Selling advice, telemarketing, telephone techniques, telesales, Telesales tips | No Comments »