Professional Selling Over the Phone Online Training Course: Closing a Sale

Price: $179.00

Online Training Course ID: 44513

Training Course Description / Outline

Professional Selling Over the Phone Training: Closing a Sale offers the student examples of cross-selling techniques. The training program provides processes for gaining feedback from customers, addressing rejection, resolving telesales objections, and closing a sale. In addition, the training program offers the student guidelines for preparing to close sales with customers.

Learn To

• Identify the guidelines for preparing to close telesales.
• Follow the process for closing a sale.
• Resolve a customer's objections.
• Address a customer's rejection.
• Use techniques for cross selling to customers.
• Follow the process for gaining feedback from customers.

Training Audience

The target audience for this training program is Inside and Outside Sales Representatives, Sales Managers, Account Managers and Customer Services Representatives that use the phone in any part of the sales cycle.

Total Training Time

2 to 4 hours

Training Objectives

Unit 1: Closing Sales Over the Telephone (0.5 - 1 hour)

• Identify the guidelines for preparing to close telesales.
• Sequence the steps of the closing process.
• Follow the process for closing a sale.
• Simulation Overview:
• In the first half of this simulation, you will meet with Maggie Roberts, your training mentor, to review the guidelines for preparing to close a sale. Since you’re new to Icon and feel that you have a good opportunity to close an upcoming sale to Kopy Kat Printing, you’ve asked Maggie to make sure you’re properly prepared to close the sale. In the second half of this simulation, you will call Roger McAlister at Kopy Kat Printing to close the sale of five new commercial printers for a new store Kopy Kat is opening in two months. In previous conversations with Roger, you have sent him brochures, answered questions, and most recently, requested today’s appointment. If you successfully follow the process for closing a sale, Roger will almost certainly commit to a purchase.

Unit 2: Addressing Telesales Challenges (0.5 - 1 hour)

• Sequence the steps for resolving telesales objections.
• Resolve a customer's objections.
• Sequence the steps for addressing telesales rejections.
• Address a customer's rejection.
• Simulation Overview:
• In this simulation, you will speak with Lori Myers, the Purchasing Manager for Federal Credit Union, to try and resolve her objections to purchasing teller workstations from Icon. In previous conversations, Lori has been impressed with Icon's product but has been hesitant to commit to the sale since FCU's Board of Directors is resistant to upgrading FCU's current computer system. It is your responsibility to do everything you can to work with Lori to create a solution that resolves her objections. If necessary, you are authorized to offer Lori a 15% discount off her total order.

Unit 3: Maximizing Your Telesales Performance (1 - 2 hours)

• Identify the techniques for cross selling.
• Use techniques for cross selling to customers.
• Sequence the steps for gaining feedback from customers.
• Follow the process for gaining feedback from customers.
• Simulation Overview:
• In this simulation, you will make a follow up call to Dean Kramer, Purchasing Manager for GenLabs. About three months ago, Dean purchased Icon's X2200 Network Server, and you are calling today to tell him about the new X3200 and gauge his interest in purchasing new workstations. Also, since Dean has been an excellent customer, you are authorized to offer him a discount for upgrading his current equipment. Once you have determined what Dean's current needs are, ask him for feedback on his previous purchases in order to better determine possible future needs.

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