Sales and Telemarketing Skills Development Masterclass

SALES AND TELEMARKETING SKILLS DEVELOPMENT MASTERCLASS

...Finding and closing successful deals through the phone and event management... without breaking the bank...

At the end of this training, you will have the opportunity to join MentorNigeria’s 3-6 month Earn-While-You-Learn internship program that offers N240k – 450k plus FREE training classes and may ultimately lead to an employment opportunity that pays N90k – N150k monthly salary and bonus.

Overview:
With the change caused by the pandemic, routine sales visits have reduced significantly. The implication for businesses is that success in sales will no longer depend on the number of visits and in-person meetings but on how effectively they can use the other means of marketing and sales.

Hence, it’s important to evaluate how salespeople use the phone as it’s going to be playing a more impactful role in sales and marketing.

As they make sales calls, give quotes, handle objections, take orders, and close sales negotiations over the phone, negative phone calls and poor phone interaction could result in missed opportunities and direct loss of sales.

This course will show participants how the phone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase their sales success. You will also learn how to hone your communication skills, your ability to persuade, and techniques to personalize each sales call.

Course Objectives
At the completion of this course, participants will be able to:

Build trust and respect with customers.
Warm up their sales approach to improve success.
Identify ways to make a positive impression.
Identify negotiation strategies that will make them stronger sellers.
Create a script to maximize their efficiency on the phone.
Learn what to say and what to ask to create interest, handle objections, and close the sale.

Course Content Details:

Day 1:

Verbal Communication & Must Have Professional Skills to Become a Successful Telesales Expert

Getting the basics right
What are you selling?
Being Yourself and Sounding Your Best
The Masterpiece of Voice
Ten Ingredients for Good Communication
Using the Ingredients
The Four E’s
A Service Image: What Do Your Customers Hear?
A Service Image: What Do You Want Your Customers to Hear?
The Good, the Bad, and the Not-to-Mention – Our Examples
What You Say and What it Means
Your Interpretation
Planning the Ideal Answer
Try Out These Phrases
Keeping a Positive Outlook
Give Yourself Time to Learn
Rapport Building
Guidelines for Remembering Names
Building Trust
Defining Trust and Respect
Active Listening Skills
Zero in on the Matter at Hand
The Mission – To Listen
Plotting Your Score

Day 2:

Developing Your Script & Negotiating the Deal to Close the Sale

The Basic Script
Speaking with Customers
Warm Up the Cold Call
Basic Script – Part 1: The Attention Statement
Basic Script – Part 2: The Identification Statement
Basic Script – Part 3: A People-Response-In-Kind Attitude
Basic Script – Part 4: The Reason-For-This-Call Statement
Basic Script – Part 5: A Request for an Appointment
Basic Script – Part 6: Your Response to Objections
Basic Script Summary
Sample Script
Making the Script Yours
Notes on Using the Script
Customizing the Basic Script: Referral Script
Customizing the Basic Script: Rarely/Never See the Potential Client
Polishing the Script
My Script – Creating a Template
Phases of Negotiation: Preparation
Phases of Negotiation: Exchanging Information
Phases of Negotiation: Bargaining
Phases of Negotiation: Commitment and Closing
Exploring the Phases – Preparation Phase
Exploring the Phases – Exchanging Information
Exploring the Phases – Bargaining
Exploring the Phases – Commitment and Closing
Types of Negotiation – Integrative, Inductive, Deductive, Distributive etc
Types of Negotiation: Soft/Hard/Principled, Alternative Dispute Resolution etc
Defining the Negotiation Types
Negotiation Experience – Asking Good Questions
Closed Questions and Open Questions
Probing and Probing Question Techniques
Asking for the Sale
Closing the Sale and Examples of Closing Strategies
Using Closing Techniques
Persistence Pays Off

Day 3:

Handling Customer Complaints and Overcoming Objections

⦁ Find Complaints and Fix Them
⦁ Self-Analysis- Fixing Complaints
⦁ Handling Complaints
⦁ What are Objections?
⦁ Attitude Check!
⦁ Keep Your Brain in Check!
⦁ Controlling Your Reactions
⦁ Clearing Away Objections
⦁ Universal Strategies
⦁ Example Interaction
⦁ Specific Strategies 1 to 3
⦁ Specific Strategies 4 to 6
⦁ Specific Strategies 7 to 9
⦁ Using the Strategies
⦁ The Key Questions You Must Be Prepared to Answer
⦁ Pricing Issues & Handling Pricing Objections
⦁ Four Factors That Stay the Same
⦁ How you Handle the Issues