Consultative Telephone Selling

Richardson Sales Performance
Training overview
Corporate / Group Training
1 day
Start dates
United States of America
Anytime - inquire to book

Course description

Consultative Telephone Selling

Richardson’s Consultative Telephone Selling offers a specific framework designed to fit the inside sales model by keeping the customer engaged. Our program is geared towards improving skills for handling both inbound and outbound telephone sales, as well as organizations seeking greater results from telesales.

This approach works because it acknowledges that the moment of truth is in the dialogue. As sellers learn to embrace this fact, the program reveals how they can increase their self-awareness for a more effective exchange.

Participants will equip themselves with an understanding of the biases and psychological principles at work in customer interactions and how to navigate them. In the end, sellers develop the confidence needed to unlock the full potential of inside sales.

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Who should attend?

This course is suitable for sales professionals and call center professionals.

Training content

Learning objectives:

  • Prepare in a systematic and efficient manner for each outbound telesales call with a clear sales objective to achieve
  • Utilize telesales training to connect with customers on inbound and outbound sales calls in order to increase the customer’s likelihood toengage in a meaningful dialogue
  • Explore customer’s business objectives, challenges, and needs in order to fully understand the issue and concerns driving their decision-making process
  • Leverage the company’s full offering of products and services to position a solution customized to each customer’s business objectives and challenges.
  • Add value to customers by identifying and pursuing cross-selling opportunities
  • Resolve typical and challenging objectionsthat may impede a successful telesales opportunity
  • Inspire action from customers in order to close the business or advance the sale

About Richardson Sales Performance


Richardson Sales Performance

Richardson Sales Performance is the global leader in sales training and performance improvement. We drive accelerated growth by simplifying and solving the sales-growth equation. From ensuring your sales managers are executing the right activities to equipping your sales team to...

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Contact info

Richardson Sales Performance

Suite 400, 6201 Fairview Road
28210 Charlotte

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