Selling With Impact

on the Telephone

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USA: +1 (617) 431 3011

At Navanter, we provide off-the-shelf as well as bespoke training courses. These courses can be run as-is, or customised to your needs. Most of our work is fully bespoke for individual clients - contact us to discuss your needs.

Use the skills of top performers when selling by phone

For decades, "telesales" has implied a dead-end job where people pester people who aren't interested in their product, with endless cold calls. But times are changing, and the modern Inside Sales professional can be a respected consultant, valued by clients and prospects alike.

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Being an internal sales rep can be a hard job. There’s a negative perception of people who sell over the telephone, which can lead to salespeople feeling inferior to their customers and being embarrassed to push for a sale to close. This in turn leads to lower results and higher staff turnover.

This two-day training course from Navanter is designed to overcome these issues, and equip internal salespeople to sell in a professional and customer-focused manner. This helps them stand out from the competition, as customers perceive them as valued consultants rather than salespeople.

Starting from the basics, this course helps salespeople to understand their buyers, themselves, and the sale, in order to maximise their potential, spend their time on the best prospects, and deliver predictable, measurable results which makes their managers’ job of coaching them easier and more repeatable.

Who should attend?

Anyone who sells on the phone and wants to learn how to make longer calls, get more meetings or sales, and stand out from the hundreds of other tele-sellers who are all competing for budget.

Key topics

What is selling?
Why is selling on the phone different?
Who am I as a salesperson?
Creating a strong call opening
Engaging the prospect's attention
Raising the customer's perception of you
Qualifying the best opportunities
Probing to identify needs
Matching a solution and reinforcing value
Overcoming objections and closing the sale

Why take this training course with us?

With Navanter, you’re engaging the right company for Inside Sales training. Neil Shorney, Principal Training Consultant and Company Director, has 15 years’ experience managing international telesales teams. In his teams, he has trained inexperienced newcomers to be successful sales professionals, progressing on to senior positions around the world. In his role as Inside Sales Manager for ESI International, a global learning organisation, Neil won the President's Gold Club Award 3 times for his work in creating successful sales teams who were respected by colleagues and customers alike.

Now Director of Navanter, Neil brings this experience and knowledge to sales teams around the world.

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