Telesales Communications

Overview/Description
 Since Alexander Graham Bell said, "Mr. Watson, come here, I want you," to his assistant on March 10, 1876, the telephone has become the major person-to-person communications tool. It has taken a place of dominance in the sales industry. As a professional salesperson, it is vital that you have effective telesales techniques. As a communications medium, the telephone has a dampening effect on our interpersonal communications. This course will help compensate for this effect by introducing you to the fundamentals of communicating over the phone and how to sell most effectively over the phone. In this course, you will learn how to use the telephone to achieve personal sales success. You will be given techniques that will guide your actions. You will be given strategies that will help you compensate for the telephone's lack of nonverbal cues. Since part of telephone communication requires listening, you'll be asked in this course to listen for various verbal cues. For this reason, certain sections of this course deviate from standard SkillSoft courses in that they present audio and audio cues without accompanying text. You will require audio to take these sections of the course.

Target Audience
 This series will be useful for learners beginning careers as sales professionals, as well as for seasoned salespeople who are seeking to take their careers to the next level. As with all Sales UniversityŽ programs, this series is designed to meet learners where they are, and challenge them to stretch themselves to a higher plain of professional excellence. This series will prepare learners to climb the next rungs on the ladder of success.

Expected Duration
6.0 hours

Lesson Objectives:

The Telephone as a Sales Tool

  • recognize the benefit of understanding how the telephone affects communications.
  • recognize examples of actions that will alleviate the negative impacts of the telephone on sales communications.
  • recognize examples of elements that will contribute to effective telephone preparation and communications.

    • Telesales Strategies

  • identify the benefits of using effective telesales strategies.
  • identify examples of the strategies that improve the effectiveness of a sales professional's voice during sales calls.
  • select the four aggressive listening strategies of telesales from a list.
  • apply the four aggressive listening strategies of telesales, in a given sales situation.
  • choose examples of effective conversational guidelines for telesales.
  • identify rules of appropriate telesales etiquette.
  • use the rules of appropriate telesales etiquette in a messaging and live sales scenario.

    • The Telesales Call

  • recognize the benefits of properly conducting a telesales call.
  • identify the variables used to calculate the financial and time cost of sales calls.
  • calculate the dollar value per call that must be reached to achieve a projected annual income.
  • select statements which accurately describe how outbound and inbound telesales calls differ.
  • apply the six success habits to effectively manage a given outbound telesales call.
  • apply the six-step skill set to effectively manage a given inbound telesales call.

    • Course Number: SALE0433