Consultative Telephone Selling

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Telephone selling download

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Telephone Selling


Consultative Telephone Selling helps telephone Sales Representatives develop inside sales skills and maximize telephone sales opportunities


Richardson's Consultative Telephone Selling sales training program will help telephone Sales Representatives to maximize telephone sales opportunities by strengthening the inside sales skills needed to engage customers, build relationships, and close sales. The program is tailored for both inbound and outbound reps and focuses on a framework for a consultative telephone sale, from opening through the close.

Delivery Options: Blended, stand-alone classroom, eLearning, webinar, Train-the-trainer

Tools available with course: Exercises, Role Plays, Planners, podcasts, video casts, books

Post Program reinforcement: Diagnostics, eLearning, podcasts, webinars, email tips, books, CRM planners, video-on-demand, real deal coaching, jogger-cards

Outline of the Course: Upon completion of the course, participants will be able to increase their sales performance by:

  • Identifying and describing the characteristics of a truly consultative telephone sale
  • Self-assessing their current level of ability with each of the Six Critical Skills of interpersonal dialogue
  • Preparing in a systematic and strategic manner for each out-bound sales call with a clear sales objective to achieve
  • Winning over “gatekeepers” and reaching the intended target of the sales call
  • Connecting with clients on in-bound and out-bound sales calls in order to increase the clients’ likelihood to engage in a meaningful dialogue
  • Exploring clients’ business objectives, challenges, and needs in order to fully understand the issues and concerns driving their decision making process
  • Leveraging the company’s full offering of products and services to position a solution customized to each clients’ business objectives and challenges
  • Adding value to clients by identifying and pursuing appropriate cross-selling opportunities
  • Resolving typical and challenging objections that may impede a successful sale
  • Inspiring action from clients in order to close the business or advance the sale

Business Results:

As a result of active participation in this inside sales training and continuous reinforcement back on the job from management and colleagues, your sales force will benefit by:

  • Differentiating themselves from competitors through a constant focus on satisfying your clients’ needs and continuously bringing solutions that add value with each phone call 

  • Shortening the sales cycle by closing more profitable opportunities faster
  • Expanding the depth and breadth of a solution through cross-selling additional products and services

  • Increasing effectiveness and quality assurance of phone selling through a consistent, organization-wide sales process

Sharing a common “language” and best practices for consultative telephone selling that increase the effectiveness of coaching sessions

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