{"product_id":"telemarketing-using-the-telephone-as-a-sales-tool","title":"Using the Telephone as a Sales Tool","description":"\u003cdiv class=\"ebsi-team-licence-note\"\u003e\u003cp\u003e\u003cstrong\u003eBuying for a team?\u003c\/strong\u003e\u003cbr\u003eChoose 5 or 10 licences to purchase access for multiple learners at a reduced per-person rate. After purchase, eBSI will contact you to confirm the learner details and arrange course access for each participant.\u003c\/p\u003e\u003c\/div\u003e\n\u003c!-- ebsi-sales-wrapper --\u003e\u003cdiv class=\"ebsi-sales-wrapper\"\u003e\n\u003cp\u003e\u003cstrong\u003eDevelop practical knowledge and confidence in Using the Telephone as a Sales Tool.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eVirtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. This course will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales' success. We will...\u003c\/p\u003e\n\u003ch3\u003eWhy this course matters\u003c\/h3\u003e\n\u003cp\u003eThis course turns the subject into practical, structured learning you can apply in real business and workplace situations. It is designed to help you move beyond definitions and understand how the ideas, tools and decisions covered in the course fit together.\u003c\/p\u003e\n\u003ch3\u003eWhat you will gain\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003eUnderstand the core principles and practical approaches covered in Using the Telephone as a Sales Tool.\u003c\/li\u003e\n\u003cli\u003eRecognise situations where those approaches can improve workplace decisions or performance.\u003c\/li\u003e\n\u003cli\u003eApply the course ideas more confidently in day-to-day professional situations.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch3\u003eWho is this course for?\u003c\/h3\u003e\n\u003cp\u003eThis course is suitable for digital marketers, SME owners, entrepreneurs, sales and marketing professionals and anyone responsible for online business growth.\u003c\/p\u003e\n\u003ch3\u003eCourse at a glance\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cstrong\u003eStudy time:\u003c\/strong\u003e approximately 2 hours.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eFormat:\u003c\/strong\u003e self-paced online learning.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eProfessional development:\u003c\/strong\u003e CPD course.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cp class=\"ng-scope\"\u003eVirtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix. This course will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales' success. We will also talk about how to hone your communication skills, your ability to persuade, and techniques to personalize each sales call.\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003eAfter you complete this course, you will be able to:\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eBuild trust and respect with customers and colleagues.\u003c\/li\u003e\n\u003cli\u003eWarm up your sales approach to improve success with cold calling.\u003c\/li\u003e\n\u003cli\u003eIdentify ways to make a positive impression.\u003c\/li\u003e\n\u003cli\u003eIdentify negotiation strategies that will make you a stronger seller.\u003c\/li\u003e\n\u003cli\u003eCreate a script to maximize your efficiency on the phone.\u003c\/li\u003e\n\u003cli\u003eLearn what to say and what to ask to create interest, handle objections, and close the sale.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003e\u003cu\u003eCourse Topics:\u003c\/u\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession One: Course Overview\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eLearning Objectives \u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 2: Pre-Assignment Review\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eSelf-Improvement\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 3: Verbal Communication\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eBeing Yourself and Sounding Your Best\u003c\/li\u003e\n\u003cli\u003eThe Masterpiece of Voice\u003c\/li\u003e\n\u003cli\u003eThe Four E's\u003c\/li\u003e\n\u003cli\u003eA Service Image: What Do Your Customers Hear?\u003c\/li\u003e\n\u003cli\u003eA Service Image: What Do You Want Your Customers To Hear?\u003c\/li\u003e\n\u003cli\u003eThe Good, the Bad, and the Not-to-Mention\u003c\/li\u003e\n\u003cli\u003eThe Good, the Bad, and the Not-to-Mention – Our Examples\u003c\/li\u003e\n\u003cli\u003eBecoming a Customer Service Superstar\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 4: To Serve and Delight\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eWhat You Say and What it Means\u003c\/li\u003e\n\u003cli\u003eYour Interpretation\u003c\/li\u003e\n\u003cli\u003ePlanning the Ideal Answer\u003c\/li\u003e\n\u003cli\u003eTry Out These Phrases\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 5: Exceptional Things about Telephone Sales\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eKeeping a Positive Outlook\u003c\/li\u003e\n\u003cli\u003eGive Yourself Time to Learn\u003c\/li\u003e\n\u003cli\u003eRapport Building\u003c\/li\u003e\n\u003cli\u003eGuidelines for Remembering Names\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 6: Building Trust\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eBuilding Trust\u003c\/li\u003e\n\u003cli\u003eDefining Trust and Respect\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 7: It's More Than Just a Phase\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003ePhases of Negotiation\u003c\/li\u003e\n\u003cli\u003ePhases of Negotiation: Preparation\u003c\/li\u003e\n\u003cli\u003ePhases of Negotiation: Exchanging Information\u003c\/li\u003e\n\u003cli\u003ePhases of Negotiation: Bargaining\u003c\/li\u003e\n\u003cli\u003ePhases of Negotiation: Commitment and Closing\u003c\/li\u003e\n\u003cli\u003eExploring the Phases – Preparation Phase\u003c\/li\u003e\n\u003cli\u003eExploring the Phases – Exchanging Information\u003c\/li\u003e\n\u003cli\u003eExploring the Phases – Bargaining\u003c\/li\u003e\n\u003cli\u003eExploring the Phases – Commitment and Closing\u003c\/li\u003e\n\u003cli\u003eTypes of Negotiation\u003c\/li\u003e\n\u003cli\u003eTypes of Negotiation: Integrative\/Distributive\u003c\/li\u003e\n\u003cli\u003eTypes of Negotiation: Inductive\/Deductive\/Mixed\u003c\/li\u003e\n\u003cli\u003eTypes of Negotiation: Soft\/Hard\/Principled\u003c\/li\u003e\n\u003cli\u003eTypes of Negotiation: Alternative Dispute Resolution\u003c\/li\u003e\n\u003cli\u003eTypes of Negotiation: Non-Negotiable Positions and Options\u003c\/li\u003e\n\u003cli\u003eOther Negotiation Tips\u003c\/li\u003e\n\u003cli\u003eDefining the Negotiation Types\u003c\/li\u003e\n\u003cli\u003eNegotiation Experience\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 8: Communication Essentials\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eActive Listening Skills\u003c\/li\u003e\n\u003cli\u003eActive Listening\u003c\/li\u003e\n\u003cli\u003eListening at Work\u003c\/li\u003e\n\u003cli\u003eZero in on the Matter at Hand\u003c\/li\u003e\n\u003cli\u003eThe Mission – To Listen\u003c\/li\u003e\n\u003cli\u003ePlotting Your Score\u003c\/li\u003e\n\u003cli\u003eTen Ingredients for Good Communication\u003c\/li\u003e\n\u003cli\u003eIngredient 1: Your Greeting\u003c\/li\u003e\n\u003cli\u003eIngredient 2: Vocabulary\u003c\/li\u003e\n\u003cli\u003eIngredient 3: Choice of Words\u003c\/li\u003e\n\u003cli\u003eIngredient 4: Stop Speaking\u003c\/li\u003e\n\u003cli\u003eIngredient 5: Control Your Enthusiasm\u003c\/li\u003e\n\u003cli\u003eIngredient 6: Think then Speak\u003c\/li\u003e\n\u003cli\u003eIngredient 7: Who Are You Speaking To?\u003c\/li\u003e\n\u003cli\u003eIngredient 8: Act on Your Words\u003c\/li\u003e\n\u003cli\u003eIngredient 9: Ask to Understand\u003c\/li\u003e\n\u003cli\u003eIngredient 10: Paraphrase\u003c\/li\u003e\n\u003cli\u003eUsing the Ingredients\u003c\/li\u003e\n\u003cli\u003eAsking Good Questions\u003c\/li\u003e\n\u003cli\u003eClosed Questions\u003c\/li\u003e\n\u003cli\u003eOpen Questions\u003c\/li\u003e\n\u003cli\u003eProbing\u003c\/li\u003e\n\u003cli\u003eProbing Question Techniques\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 9: Developing Your Script\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eThe Basic Script\u003c\/li\u003e\n\u003cli\u003eSpeaking With Customers\u003c\/li\u003e\n\u003cli\u003eWarm Up the Cold Call\u003c\/li\u003e\n\u003cli\u003eBasic Script - Part 1: The Attention Statement\u003c\/li\u003e\n\u003cli\u003eBasic Script - Part 2: The Identification Statement\u003c\/li\u003e\n\u003cli\u003eBasic Script - Part 3: A People-Response-In-Kind Attitude\u003c\/li\u003e\n\u003cli\u003eBasic Script - Part 4: The Reason-For-This-Call Statement\u003c\/li\u003e\n\u003cli\u003eBasic Script - Part 5: A Request for an Appointment\u003c\/li\u003e\n\u003cli\u003eBasic Script - Part 6: Your Response to Objections\u003c\/li\u003e\n\u003cli\u003eBasic Script Summary\u003c\/li\u003e\n\u003cli\u003eSample Script\u003c\/li\u003e\n\u003cli\u003eMaking the Script Yours\u003c\/li\u003e\n\u003cli\u003eNotes on Using the Script\u003c\/li\u003e\n\u003cli\u003eCustomizing the Basic Script: Referral Script\u003c\/li\u003e\n\u003cli\u003eCustomizing the Basic Script: Rarely\/Never See the Potential Client\u003c\/li\u003e\n\u003cli\u003ePolishing the Script\u003c\/li\u003e\n\u003cli\u003eMy Script\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 10: Pre-Call Planning\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003ePre-Call Planning\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 11: Phone Tag and Call Backs\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eCall Tracking Plans\u003c\/li\u003e\n\u003cli\u003eVoice Mail Option 1: The Referral\u003c\/li\u003e\n\u003cli\u003eVoice Mail Option 2: The Third-Party Message\u003c\/li\u003e\n\u003cli\u003eVoice Mail Option 3: The Warm Cold Caller\u003c\/li\u003e\n\u003cli\u003eVoice Mail Option 4: The Straight-Ahead Pitch\u003c\/li\u003e\n\u003cli\u003eVoice Mail Tips\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 12: Following Up\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eMissed Opportunities?\u003c\/li\u003e\n\u003cli\u003eCreating a Template\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp class=\"ng-scope\"\u003e\u003cstrong\u003eSession 13: Closing the Sale\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul class=\"ng-scope\"\u003e\n\u003cli\u003eAsking for the Sale\u003c\/li\u003e\n\u003cli\u003eClearing Away Objections\u003c\/li\u003e\n\u003cli\u003eClosing the Sale\u003c\/li\u003e\n\u003cli\u003eExample Closing Strategies\u003c\/li\u003e\n\u003cli\u003eUsing Closing Techniques\u003c\/li\u003e\n\u003cli\u003ePersistence Pays Off\u003c\/li\u003e\n\u003cli\u003eThank You Notes\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003cul class=\"ng-scope\"\u003e\u003c\/ul\u003e\n\u003c!-- ebsi-cross-sell --\u003e\u003cdiv class=\"ebsi-cross-sell\"\u003e\n\u003ch3\u003eContinue your learning\u003c\/h3\u003e\n\u003cp\u003e\u003cstrong\u003ePart of this learning pathway:\u003c\/strong\u003e \u003ca href=\"\/collections\/sales-and-marketing\"\u003eSales \u0026amp; Marketing\u003c\/a\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eLearners also take:\u003c\/strong\u003e \u003ca href=\"\/products\/reading-body-language-as-a-sales-tool\"\u003eReading Body Language as a Sales Tool\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c!-- ebsi-academy-breadcrumb --\u003e\n\u003chr\u003e\u003cdiv class=\"ebsi-course-pathway\"\u003e\n\u003cp\u003e\u003cstrong\u003eCourse pathway:\u003c\/strong\u003e \u003ca href=\"\/pages\/welcome-to-ebsi-sme-academy\"\u003eeBSI SME Academy\u003c\/a\u003e \u0026gt; \u003ca href=\"\/collections\/sales-and-marketing\"\u003eSales \u0026amp; Marketing\u003c\/a\u003e \u0026gt; Using the Telephone as a Sales Tool\u003c\/p\u003e\n\u003cp\u003eExplore more \u003ca href=\"\/collections\/sales-and-marketing\"\u003eSales \u0026amp; Marketing\u003c\/a\u003e training or return to the \u003ca href=\"\/pages\/welcome-to-ebsi-sme-academy\"\u003eeBSI SME Academy\u003c\/a\u003e.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"eBSI Export Academy","offers":[{"title":"Individual Licence (EUR 40)","offer_id":42933536653490,"sku":"VS-161","price":44.0,"currency_code":"USD","in_stock":true},{"title":"5 Licences (EUR 35 each)","offer_id":59260656943452,"sku":null,"price":193.0,"currency_code":"USD","in_stock":true},{"title":"10 Licences (EUR 30 each)","offer_id":59260656976220,"sku":null,"price":330.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0077\/7604\/3071\/products\/Telemarketing-UsingtheTelephoneasaSalesTool.png?v=1677730763","url":"https:\/\/www.ebsiamericas.com\/products\/telemarketing-using-the-telephone-as-a-sales-tool","provider":"eBSI Export Academy","version":"1.0","type":"link"}