English (UK) 
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Main advantages of training:
-analysis of real phone calls,
- motivating atmosphere of classes,
- the possibility of developing an individual script for telephone conversations,
- learning how to deal with stress in telephone contact with new customers,
- developing the ability to build and apply questions focused on specific needs,
- improving commercial competence towards the use of benefits language techniques in practice,
- increasing faith in the products and services offered,
- targeting voice and pronunciation according to the individual predisposition of the trainees,
- many exercises focused on working with the emission of the color of your own voice,
- the development of skills to overcome the communication barriers that characterise telephone calls,
- learning about professional techniques and methods of reaching out to the main decision-makers through telephone contact.
Training program
1. The Sales, "Why do we buy, at all?"
Benefits for you:
-Understanding emotional and rational human needs in the context of purchasing processes,
- Gaining the ability to conduct trade talks towards researching buyers' needs: focusing on needs rather than positions,
- Increase sales knowledge by participating in practical exercises.
SPS training methods®:
Practical exercises, role-playing, discussion.
2. Structure of trade talks in practice
Systematizing knowledge of the structure of the trade conversation with the aim of:
- Improving the efficiency of personal and telephone calls,
- Gain knowledge that allows you to design your own scripts and chat scenarios,
- Reduce talk time,
- Develop the ability to respond to various unforeseen customer reactions.
3. Practical sales exercises, Part I
Benefits for you
- Diagnosing real competence gaps in sales techniques,
- Understanding the existence of specific sales techniques at a given stage of the structure of the conversation,
- Development of practical sales skills,
- Learning through experience, observation and your own reflections.
4. Opening techniques in phone calls
Gain practical ability to apply effective opening techniques depending on the type and typology of the target client.
Improving the ability to build a good first impression on the customer.
Selected issues:
- Typical errors in opening sales and their impact on customer reactions,
- The pace of speaking, that is, everything that our interlocutor managed to hear,
- Pause, that is, let the customer speak,
- The quality of the phone call and its impact on the interest of the caller,
- Confidence in the first phone call.
Practical exercises:
- Simulation of outgoing phone calls based on scenarios designed as examples that reflect real-world calls to new leads,
- Recording conversations and listening together in order to implement the acquired techniques in practice,
- Proposing improvement techniques by the trainer.
5. Preparing for phone calls with new leads. Script construction, modification and use
- Gain the ability to compose your own scripts for outgoing connections,
- Development of the ability to set individual sales targets in accordance with the S.M.A.R.T rule,
- Improving the ability to respond to specific signals sent by the caller.
Selected software considerations: -Script construction, common errors,
- Reading from the neck, that is, everything our interlocutor hears,
- The content of the script, or how to design it to arouse the interest of our interlocutor,
- Unforeseen reactions of interlocutors versus our action,
-Location of open questions in the script,
- An arsenal of features, advantages and benefits.
Training methods: presentation, individual and group exercise, simulation of outgoing telephone conversations based on jointly developed chat scripts, recording conversations and listening together to observe the effects of conversations.
6. Communication barriers in a telephone conversation
-Development of skills to overcome communication barriers that characterize telephone calls,
- Getting to know the techniques of coping with stress,
- Techniques for self-improvement of the quality of telephone calls,
- Verbal and non-verbal communication.
Selected training issues:
-Typical physical and psychological barriers to human communication,
- Features of a positive message,
- Typical channels of communication, i.e. "how do we derive information about another person?"
7. Ability to formulate and ask questions in phone calls
Develop the following sales competencies:
- Building and applying questions focused on specific needs,
- Apply pause after asking questions,
- Professional diagnosis of needs,
- Apply open ended questions in the correct order.
Selected training issues:
- Types of closed questions and their adverse impact on the conduct of the trade conversation,
-The order of questions and the passage of time, that is, how to achieve the interest and respect of our interlocutor,
- Types of open questions and their beneficial effect on recognizing the needs of our interlocutors.
8.Ability to speak the language benefits in phone calls
Improving commercial competence towards:
- Application of language speaking techniques benefits in practice- Ability to convert technical aspects of products and services into an understandable commercial language
- Continuous expansion of the list of product advantages
- Increase faith in the products and services offered
Selected training topics:
- Concepts: feature, advantage and benefit in practical terms,
- Common errors in the use of language speaking techniques benefit,
- "Technical Sales Proof Model®", i.e. proven methodology for using language benefits in the sale of technical products and advanced technologies,
- The technical parameter of the product and its impact on certain benefits for the customer,
- Product properties in the context of customer benefits,
- Different combination variants in the application of features, advantages and benefits,
- Application of a list of characteristics, advantages and benefits of specific products and services in the development of the whole organization.
9. Practical sales exercises, Part II
Improving trading skills towards:
- Use of learned techniques during training,
- To observe improvements in the quality of telephone calls,
- Gain confidence,
- The use of increasingly advanced techniques.
Selected training topics:
- Effectiveness of the questions asked in the customer's assessment,
- Techniques for engaging the interlocutor in response to questions,
- The use of language benefits in relation to the diagnosed need,
- SELL sequence for sale,
- Ability to take notes during a meeting,
- Asking questions according to diagnosed customer’s needs.
10.Techniques of closing sales and overcoming customer objections
Gaining trading skills in the direction of:
- Recognition of real and false reservations and objections of customers
- Dealing with reservations at the very beginning of a phone call
- Learn techniques for dealing with customer refusal
Selected training topics:
- Objections and their sources,
- Neutralization of objections and reservations,
- Closing techniques,
- Ready-to-buy signals,
- Techniques for dealing with such as customer’s answers:
"I have many phones like yours"
"Please send your offer to office@...."
"I'm sorry, but I can't give a direct phone number to ...."
"We have already suppliers like your company and we are very happy with them"
"Please submit your offer first. If we were interested, we would contact with your company".
11. Voice broadcast in telephone contact
- Targeting voice and pronunciation depending on the individual predisposition of the trainees,
- Increase motivation to actively work with the client by adjusting the tone of the voice,
- Build an image by working with the emission of the color of your own voice.
Selected training topics:
-The tone of the voice, that is, the sounds that we like to listen to,
- Expressiveness of speaking as a reinforcement of the message,
- Dynamics of effective transmission,
- Voice modulation and effective communication,
- Typical mistakes made by sellers in phone calls.
12. Organization of one's own workplace and technological assistance
in conducting effective discussions.
Providing practical guidance on:
- How technological assistance can be used most optimally
to communicate effectively with customers over the phone,
- How to organize your own workplace to carry out effective telephone actions,
- How to increase your motivations using digital technologies.
Classroom training:
Total Time:
2 training days.
16 hours, 2 x 8 hours
Online training:
Total time:
4 sessions
16 hours, 4 x 4 hours
Price conditions
Online training:
Total time:16 hours
4 sessions x 4 hours
Price: 800,00 USD
Total time online training:
Dates:
NEW DATES WILL BE PUBLISHED SOON
All tickets must be purchased 14 days before date of 1st session.
Amount of courses participants are limited.
Buy ticket
by Paypal
Price: 800,00 USD
Classroom training:
Total time: 16 hours
2 sessions x 8 hours
Price: 2 400,00 USD
Classroom training could be conducted as “One to one” training
Buy ticket
by Paypal
Amount of courses participants are limited.
Development of specific skills
