25
Feb

Telesales training CDs – for free – well sort of

Telesales training CDs are available for free – well sort of.

The training company To Market runs training courses for telesales and telemarketing teams. We have on offer at Associated Learning Systems a range of telesales and telemarketing related training CDs as part of our audio training programme. These include our best selling line the 3 CDs on telephone selling. We also have a CD on benefits titled “sell the sizzle, not the bacon.” There will be other CDs added soon on upselling, cross selling and switch selling plus highly effective account management.  

You may be thinking the CDs are unlikely to be completely free – well here’s the deal. For every one of the Sales training CDs available on our site that you buy, you can have a complete refund of what you’ve spent against any in-house training you commission To Market to run for you before the 30th September 2009.

Our telesales training products and material here contain advice and tips on sales techniques, including how to open the sales call, identifying needs, spotting buying signals, questioning techniques, probing customer needs, and dealing with objections.

So have a browse around the site, press a few buttons and these CDs could be with you tomorrow, or maybe the next day. Payment is easy and secure through PayPal, you can make payment with your credit card.

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04
Nov

Advice for sales people – it’s the benefits that sell !

For all of us who communicate with customers on the phone, we all know that we have got to make our pitch interesting. And a motto that many sales people adhere to is that the customer will always be thinking “what’s in it for me ?” Unless we can communicate in a way that addresses this key question, chances are that you’ll never really have their interest.

They’re not really interested in how many colours your product is available in, or the turbo boost function is, or that you have 100 depots around the country – unless they understand HOW THAT HELPS THEM. Furthermore benefits are generally based around just 4 things (so it’s not much to remember) and these are covered on the audio CD “Sell the sizzle, not the bacon” http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=10

Think about your pitch, or sales spiel from the customer’s point of view, and you will find it makes a big difference.    

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26
Apr

Know when to shut up when selling !

This story was given to me by Alan Agar who attended a recent telephone skills course with me in Manchester. The way he describes the key lesson is “knowing when to keep your mouth shut whilst in the process of making a sale.”   It is tempting to think that good telesales and effective sales techniques are all about talking – benefit selling. However good selling is as much about passive skills such as listening and keeping quiet. It was Mark Twain who famously said “better to be thought a fool than to open your mouth and remove all doubt.”   Alan’s story is as follows ; “I enquired about the purchase of a new peugeot 206 glx. I was  advised of the colour and the extras I wanted such as spoiler, alloy wheels etc, etc. Then the sales guy quoted a price which sounded reasonable, however just as I was about to commit to the sale he said “We won’t be beaten on price, you can try another peugeot dealer if you like.” I took his kind advice and went to a different dealer who swiftly undercut him by £300, this in turn started a “price war” between the two dealers ! The end result was that the initial salesman talked himself out of a 12k sale, and saved me some £450 in the process !” Thanks to Alan Agar for that salutary tale.   All the key parts of effective selling and professional telephone sales behaviour are covered in our 3 pack CD set http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=16 These 3 CDs cover identifying needs, how to open a sales call and dealing with different customer attitudes.

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