In-House Telemarketing and Training
...When doing it on your own premises is the answer
We meet the Sales Managers and find out what they want to achieve, what the current situation is including the strengths and weaknesses within their team. Once we understand the challenges as perceived by the leaders we then talk to key individuals within the Team. You would select some high performers and some problem people. We would talk to them one to one to find out what their perceptions of the business and themselves are. We also can observe the team in action in their day to day telesales role. From this point we have a clearly defined objective and know what needs to be done to get there. At the end of this day we will have created a detailed action plan ready for the Telesales Team.
Telesales Training Day
We do this a lot, and produce great results for our clients. We recognise that training, activity levels, the quality of the database, all contribute to success of a telemarketer. However, we also know that the mental state of anybody embarking on cold calling is absolutely key to success. So our training days are intended to work at the skills and the mental level.
At the end of the day everyone commits to the activity levels and goals they will achieve.
The feedback we get from the day is that it was great fun and inspiring. When we ask people their most valuable lessons we hear its about the structure they have, the commitment to activity, and the confidence to go ahead and achieve their goals.
Telesales Training Day Content Examples
Generally, this is a 2-day programme. However, we can pick different modules and run in half day sessions. The exact format of the programme depends on YOUR goals for the training, so the following are examples of what works.
Mindset
Communication
To include DISC profiling looking at their own and different behavioural styles, to understand how to communicate with different people according to their communication needs, and specifically to help them to sell to different types of people.
We also look at a basic introduction to NLP to assist in breaking down barriers early on in the call. Understanding that only 7% of the call depends on what you “say”.
Change
Looking at how different people respond to change and how to handle being out of your ‘comfort zone’. This is important as you learn and grow; the alternative is to stay safely in the territory you know. The impact of understanding this means that your team can grow with the business and develop their roles as you need them to develop.
Responsibility
We all need to learn to take responsibility for our actions and to hold ourselves accountable. What is the point in looking for excuses or blaming others?
Skills
Call Types
Here we will look at the different types of calls - new business, up-selling, complaints etc – and learn how to control and handle each one to get the best possible results. The team develop their call structure, consider objections and become “professional” telemarketers.
Role Playing
This method of skills training will allow us to break down each element of the call and then build it back up with all the information needed to give telemarketers the skills, knowledge and confidence to make successful calls.
Going Live
On Day 2, together we will make actual sales calls, monitoring each individual and giving honest feedback to help them improve. We’ll have breakouts to discuss the results and modify the call structure, handle new objections, etc.
If you would like to discuss in more detail or would like to meet to talk about your needs, please contact Lucie at lucie@reach-business.co.uk or Emma at emma@reach-business.co.uk | 
