The programme is based on the applicability of the sales methods and techniques in your daily job by identifying customer needs using the ODIR^® model. This training was specifically developed upon the request of a telesales customer and caters to the needs of telesales people in IT, banking, insurance and financial services. The programme has a hands-on approach with examples of real sales situations, thus guaranteeing higher results in only a few weeks.

Duration:         1 – 2 days (refresher workshops as well as individual coaching “on the job” if required)
Participants:  6 –  12

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Experienced, professional sales representatives / consultants and specialists who are intended for future telephone acquisition as well as office employees with customer contacts on the telephone.

Participants know the most effective techniques and gain confidence when experiencing customer contact in service and acquisition tasks on the telephone.

• Analysis of the own behaviour when selling on the telephone
• Appointments and self-management
• How do I come across on the telephone?
• How do I deal with objections on the telephone?
• Benefit statements – or why should my telephone partner look forward to my call?
• Practical training with personal feedback and the determination of the strategic focus / key learning points

Combines and connects theoretical input with intensive practical exercises and role training, supported by audio recordings for analysis.