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Converting Enquiries into Sales
1 Day Course
Course Objectives:
 

To enable individuals to: £1300 per day for up to 8 delegates

  • create sales opportunities from incoming enquiries
  • create a positive, professional image of your organisation
  • use effective questioning techniques
  • uncover and create customer needs
  • adopt a consultative approach when dealing with customers
  • convert customer enquiries into orders
Course details:
  • Creating the right impression

  • corporate image and the telephone
    some do's and don'ts
     

  • Recognising opportunities

  • creating rapport with customers
    listening attentively
    understanding their needs
    listening for sales opportunities
     

  • Thinking sales

  • the benefits of thinking sales
    a positive approach
    adding value to your products and services
     

  • Creating opportunities

  • probing to establish needs
    identifying buying motives
    confirming the buyer's requirements
    gaining commitment
     

  • Using fundamental sales skills

  • Using features and benefits
    unique selling points
    auto-suggestive skills
    generating additional skills
     

  • Persuasion skills

  • meeting the customer's needs
    obtaining agreement
    stressing the benefits
    using testimonials
    presenting price
     

  • Dealing with objections

  • finding the true objection
    categorising objections
    dealing with objections
     

  • Closing
  • Knowing when to close on the telephone

    recognising buying signals

  • Ensuring customer satisfaction

  • following up
    creating more opportunities
     
    Tailoring the Course Content:

    Catalyst will endeavour, with your help and approval, to tailor the course content as much as possible. We can do this by:

    • Incorporating your organisation's sales documentation
    • Referring to your organisation's policies, guides and procedures
    • Agreeing pre-course and post-course work
    • Tailoring exercises and the course manual to suit your requirements

    For further details on how Catalyst can tailor your course see Tailored Courses.

    Facilitation:

    This course is extremely practical.  Each delegate will spend much of the day on the telephone, practicing and refining the techniques they have been taught. Using our mobile closed circuit telephone 'laboratory' in an informal, relaxed atmosphere enables them to listen to their own telephone manner and learn how to maximise sales opportunities.

    Who should attend?:

    Sales administrators, customer service and sales support staff who make or receive order taking telephone calls.

     

     

     

     

       
    Designed by TWD