what’s the point of sales training
What’s The Point Of Sales Training?
27th July 2018
The Benefits Of Sales Training
The Benefits Of Sales Training With Kennedy Ross
15th October 2018

Why Do I Need Telesales Training?

Why Do I Need Telesales Training?

A question I often get asked is, ‘why do I need telesales training?’. I can understand why. After all, sales people working in telesales have a script to follow. Therefore, it is easy to assume this is all the guidance you need. Unfortunately, as most telemarketers will tell you, that’s far from the case. In this blog post, I run through the some of the main benefits of telesales training and how it can help your telesales team.

  1. Engaging your prospect

Unlike field sales, in telesales you only have a few short seconds to engage your contact and establish a sales rapport. Establishing this connection with a cold prospect can be very difficult to master. But, it is a skill that once achieved will help you thrive in telesales. Our trainers have worked as telesales managers for some of the largest companies in the UK. Therefore, they understand how vital engaging a prospect is, and most importantly, can help you establish a connection within the first seconds of a sales call.

  1. Business Style Awareness

As I discuss in my book, Sellology: Simplifying the Science Of Selling, picking up on the business style of the individual you are selling to is key to thriving in all types of sales. However, identifying someone’s business style over the phone can prove difficult. In our telesales training, we help you identify some common business styles of those who could be answering your calls. Then, we discuss how to adapt your features, advantages and benefits (FAB) to suit the business style in question, whilst also remembering your own business style.

  1. Dealing with rejection

From our experience in telesales, we know how tough it is when prospects speak to you in a horrible way and how demotivating this can be. Therefore, we have the empathy and the ability to support you with this and prevent sales call reluctance.

To find out more about sales call reluctance, read our previous blog, 5 tips to manage sales call reluctance.

  1. Manufacturing success

On the other hand, our trainers know what it feels like to achieve telesales success, whether this is securing appointments or selling products. We can therefore teach you consistent telesales skills to manufacture success on your behalf and help you deliver a sustainable, improved performance.

  1. Outbound vs inbound call centres

From years of experience in the industry, we acknowledge that inbound and outbound call centres perform differently, and therefore require bespoke skills and techniques taught through individual sales training courses. Consequently, our telesales training is split into 24-hour outbound call centres (hunters) and training for inbound call centres (farmers).

Are you convinced that telesales is more than just reading from a script? If you are, contact our team to book your telesales training course. If not, read more about telesales training or, as always, get in touch with me to discuss your thoughts.

Alistaire Jama
Alistaire Jama
Alistaire Jama is the author of Sellology: Simplifying The Science Of Selling. He is also an industry leading sales training consultant at Kennedy Ross where he draws upon years of top level industry experience to help North West businesses improve their sales and revenues.
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