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Your sales strategy should include using the telephone to sell. The telephone is a useful tool because it saves time and money. There are challenges to using the telephone to sell effectively.  The telephone is a useful tool to achieve the objective of getting the face-to-face meeting with a prospect.

You learn how to overcome the challenges of selling on the telephone. You learn how to sound on the telephone so the listener wants to continue the sales call with you. You learn what the components are of a compelling telephone introduction so your prospects continue speaking with you on the telephone. You learn to avoid the trap of “Send me some information” when you know the prospect really doesn’t want it.  You learn how to get the meeting. 

Learning Objectives

  • Discover the advantages and disadvantages of selling on the telephone
  • Recognize the concerns that prospects have when you call them on the telephone so you can address them with an effective introduction
  • Identify components of your telephone introduction so the listener takes your call and continues to listen to you
Last updated/reviewed: March 21, 2018

Included In Certifications

This course is included in the following Expert Certifications:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:02Introduction to Selling Strategy: Before Prospect Contact Part 4. How to Get the Meeting: Telephone Selling
  4:39Selling on the Telephone
  7:41Outbound Telephone Selling Preparation
  6:15What You Will Not Say...
  7:01Credibility Statement: Certifications
  8:07Conclusion
CONTINUOUS PLAY
  34:45Selling Strategy: Before Prospect Contact Part 4. How to Get the Meeting: Telephone Selling
SUPPORTING MATERIALS
  PDFSlides: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  PDFBefore Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM