Telemarketing training – Peterborough

A 2 day telemarketing programme for a B2B company in Peterborough. The team audit was carried out a couple of weeks in advance and 2 major things came out of it. There wasn’t enough benefit selling going on during the call and they weren’t as good at dealing with objections as they wanted to be. The training programme covered a lot of other stuff of course, but we spent a fair amount of time on these 2 topics. These 2 subjects, benefit selling and objection handling are common to all outbound sales calls and key to lifting conversion rates.

Benefit selling on the phone – Make sure you do

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.

How to ensure you’re talking benefits not features

Ensure you stay focused on the benefits when talking about your products or services with your customers. It’s not so important what the products or services come with, but what they do for the customer. How does the product or service make their life easier or save them money. That’s all they’re interested in.