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.

 

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

GET YOUR SCORE

Find articles on:

What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

Dr Anton Van Heerden, MBChB; FRANZCO, Ophthalmologist

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Get your score

Related Posts

Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their revenue

Rod Solar

Founder & Fractional CMO

Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

Read more

LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

Read more

Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK