This site uses cookies to provide you with a great user experience. By clicking continue you accept our use of cookies to modify the information we collect please click here.

Continue

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies. Find out more here.

Consultative Telephone Selling Training Programme

Unlock the Potential of Your Inside Sales Team with Telephone Sales Training

Automated inside sales tools have created new efficiencies for sales teams. These cost-effective solutions are enabling business development representatives to reach more customers without in-person meetings or travel. In fact, McKinsey reports:

One Fortune 500 company “reduced travel costs for sales specialists by 50 percent globally, saving millions of dollars a year,” with a focus on inside sales.

However, success with this model cannot come from volume alone. More customer conversations will not move the needle unless skills and strategies are utilized to drive value in each interaction. Richardson’s telephone sales training programme teaches sellers to connect solutions to needs and drive tailored value.

Customers today are pressed for time, and the absence of face-to-face meetings makes it easy for them to disengage and end the call. This leaves the seller with a narrow opportunity to establish their credibility.

With a consultative telephone selling approach, inside sales professionals can bring value to the call early by offering insights that are relevant to the customer’s industry. Surveys repeatedly reveal that the skill needed most among sellers is a deeper understanding of the customer’s business. Moreover, by sharing insights and ideas, the seller earns the right to ask questions. The answers to these questions help the seller form a connection with the customer.

Want to learn more about this training programme? Complete this form, and a representative from our company will contact you to discuss your specific needs.

infographic: the rise of inside sales

Consultative Telephone Selling Training Programme

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

Business Outcomes of the Consultative Telephone Sales Training Programme

This customisable training aims to achieve the following results for both inbound and outbound telephone sales:

  • Differentiating your organisation from competitors through a constant focus on satisfying your customers’ needs and continuously bringing solutions that add value with each phone call
  • Shortening the sales cycle by closing more profitable opportunities faster by using telesales skills training within your organisation.
  • Expanding the depth and breadth of a solution during telesales conversations through cross-selling additional products and services
  • Increasing effectiveness and quality assurance of phone selling through a consistent, organisation-wide sales process
  • Sharing a common “language” and best practices for teleselling that increases the effectiveness of coaching sessions

Learning Objectives of the Consultative Telephone Sales Training Programme

  • Prepare in a systematic and efficient manner for each outbound telesales call with a clear sales objective to achieve
  • Use telesales training to connect with customers on inbound and outbound sales calls in order to increase the customer’s likelihood to engage 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
  • Share the company’s full offering of products and services to position a solution customised to each customer’s business objectives and challenges.
  • Add value to customers by identifying cross-selling opportunities
  • Resolve typical and challenging objections that may impede a successful telesales opportunity
  • Inspire action from customers in order to close the business or advance the sale

Programme Delivery

Programme content in Richardson’s training for inbound and outbound telephone sales can be customised to any level, from new to experienced sales professionals.

Richardson’s Consultative Telephone Selling training programme is a blended offering that includes:

Interested in more information about this training? Fill out the form below and a representative from Richardson will be in touch with you shortly.