Sales - Telephonic Relationship Selling

Course Category: Sales & Marketing

Time: 9:00 - 16:00
Duration: 1 Day


• Sales staff relying on the telephone for sales
• Sales personnel dealing with repeat or “captive” customers


• Become a confident presenter on the telephone
• Acquire fundamental, usable skills that will help to improve your sales
• Learn the importance of customer service in business relationships
• Develop negotiating and closing skills
• Understand the importance of follow through


• A Marketing Orientation
o The new way of making sales – learning to listen to your customers and giving them what they want
o The importance of matching the product and benefit to the customer
• The Sales Process
o Buying behaviour - An introduction to what makes people buy
o Setting sales targets and being excited about them
o What information does your customer require from you?
o Preparing for the sales pitch
o Making the sale
- Opening the discussion
- Keeping your customer interested
- Knowing why customers say no and dealing with their objections
- Knowing what to agree to and how to say ‘yes’
- Learning to say no without sounding negative
- Closing the deal
• Building lasting Customer Relationships
o The importance of maintaining great customer relationships
o Building a good database and knowing how to use it
o Staying in contact with your customer

Contact Details

Contact Person: 

Nikki Pears
Course Details

Course Delivery Method: 

Presented Presented Courses

In House In-House

Course Duration: 

1 day


R1 950 excl VAT per delegate with a reduced rate for 3 or more from the same organisation

Course fee Includes: 

Refreshments including a light lunch