FAQ: How do telephone sales training and personal sales training work together?

Both telephone sales training and personal sales training involve the understanding and application of similar concepts. Although the selling techniques are slightly different in each situation, the basic principles are the same.

The trunk tying the telephone sales process and the personal sales process together is the body of data that is being collected through every step of the customer relationship.

The telephone call is often the first interaction we have with a potential client and is an important opportunity to gather data that can be used during a later consultation.

Telephone sales training: which information will be gathered?

In the telephone call, we uncover information including:

• The problem that needs to be solved
• What motivated the client to identify the problem
• The solution the client is seeking
• What may happen in the future to make the problem urgent
• The client’s priorities
• The client’s criteria
• The client’s history with other solution providers
• The decision makers involved
• The deadline for the solution
• The client’s timing for their next step (usually the appointment).

While gathering this information is an important part of our telephone sales model, in personal sales training we teach how to use this information to leverage the client’s motivation. In a successful sales interaction, this means presenting a product or service that fits their needs and requirements perfectly.

The result of this combination sales process is that your staff build a body of information on each client that enables them to enhance telephone conversion rates, but also close rates at the appointment.

Telephone sales training and personal sales training: The benefits!

Having detailed information on hand about each client during the appointment demonstrates the importance that you place on each client as an individual and that you make listening to their needs a priority. This can make a huge difference when it comes to making a sale or not.

As well as improving rates of selling success, collecting this information from each client also becomes a market research exercise and can provide valuable insights into requirements, motivations and contributing factors for individual clients and in your industry as a whole.

This data can be used to refine your existing products and services or create new ones, based on customer need and demand so that you are truly giving your customers what they really want and need.