...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.

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:

  1. Build trust and respect with customers.
  2. Warm up their sales approach to improve success.
  3. Identify ways to make a positive impression.
  4. Identify negotiation strategies that will make them stronger sellers.
  5. Create a script to maximize their efficiency on the phone.
  6. 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

Who is this course for?
  • Young and Intending Telesales Professionals
  • Young Graduates
  • Freelance Marketers
  • Sales Consultants
  • Account Executives
  • Sales Executives
  • SME Owners
  • Coaches and Mentors
  • Business Executives & Entrepreneurs

Training Fee:

Speak to a course advisor for more info

+234 817 9361 383

Or send WhatsApp message

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