Increasing Sales by Telephone

Course Dates: 23^rd September & 7^th October

Member Rate: €380.00

This course is aimed at sellers who use the telephone to sell products and services directly to consumers. Whether you sell on inbound or outbound calls, this workshop will help you develop the prospecting protocols and influencing skills required to significantly increase your sales success over the phone.

This course is ideal for business owners, telephone sales professionals and field sales professionals and will enable you to:

• Evaluate your current telephone skills level
• Develop an appropriate telephone structure based on best practice
• Learn how influence works over the phone
• Increase your telephone sales results

Following this course, participants will be able to:

• Understand the way buyers think and buy
• WIIFM - ‘What’s in it for me’ – the only item on the customer’s mind
• Incremental steps – how customers make the decision to proceed with your offering
• How to structure the call for maximum commercial impact
• Developing results based call openings that gets the customer interested
• How to give the customer perceived control at all stages of the call
• Asking better questions to create better understanding and better sales opportunities
• Use of summary and conditioning questions to move the call forward
• How to present your offering focusing on the customer’s priorities and motivations
• Asking for the business
• How to explore and overcome an objection
• Managing gatekeepers and voice mail
• Get an outcome for every call: How to bring every call to a conclusion
• Managing the follow up call - How to get commitment in advance
• Best practice telephone sales metrics

For more information and to book a place on this course, simply click HERE!

Business to Business Selling - The Secrets

Course Dates: 29^th October & 14^th November

Member Rate: €400.00

Identifying new customers, driving demand, and building a solid sales pipeline is at the core of successful sales prospecting for anybody who sells business to business. The marketplace is growing more competitive by the day which means that the business customer has more choice than ever before. Sellers now have to work as hard for repeat purchases as they do for new business.

This business to business sales course will teach you the necessary consultative selling skills required to exceed your sales target this year and beyond.

This course is ideal for people who are required to initiate relationships with, and sell to, businesses and following this course, participants will be able to:

• Make appointments by phone, email, and 'LinkedIn'
• Structure a prospecting meeting for maximum effect
• Better understand and profile their sales prospects
• Structure the sales process for maximum revenue and shortest lead time
• Ask the best sales questions to qualify and position your solution
• Ask for a commitment smoothly and effectively
• Sell more profitably and efficiently

This course will cover techniques to target better prospects and then using the techniques of influence to increase conversion of sales. So if you want to exceed your sales targets this year and beyond, BOOK NOW!