FAQ: What is the difference between telephone sales training and personal sales training?

Our selling model for both telephone sales training and personal sales training is based on the 3 Act process in which there is a greeting, an opening, and a closing component to every sales transaction.

However, we devote twice as much time to personal sales training (2 days), compared to telephone sales training (1 day). Personal sales training is more in depth and will be of benefit to those who are already skilled and experienced telephone sellers.

Why is personal sales training more in depth?

There are several reasons why personal sales requires more in depth training:

  • An average telephone call may take 10-25 minutes to complete but a personal consultation may take as long as 90 minutes. It is therefore an entirely differently paced sales interaction, requiring different selling techniques.
  • Handling a telephone call is usually a one person job, whereas handling a consultation may require a group of people. It is important that the whole team involved with the sales interaction is aware of the part they play and what the other members of the team are doing.
  • A telephone call can be handled in one place, whereas a consultation requires choreography from one room to the next.
  • A telephone call relies on words and tone of voice to communicate, whereas a consultation involves body language, which can have even more influence on what is communicated than words and tone of voice.

Call us today to find out more about our telephone sales training or personal sales training on +44 (0)20 7402 4452 or email [email protected].

What does personal sales training and telephone sales training involve?

In our personal sales training course, we cover teamwork, pacing, body language and other aspects of selling that are required when meeting face to face with a prospect and not usually needed in telephone selling.

Most organisations choose to invest in our telephone sales training course before personal sales training. This course introduces our highly successful selling model and teaches all the basic techniques of selling over the telephone, many of which can also be applied to selling during a consultation.

The personal sales training course builds and expands on previous knowledge and introduces the additional techniques mentioned previously.

It is also possible for members of your team to attend personal sales training as a standalone course, without previously attending telephone sales training. This may be an option for individuals who are already skilled at selling over the telephone but could improve their success rate in consultations.

If you are unsure which of our training courses is right for your team, please don’t hesitate to get in touch and we will talk through the options. You can call our office on +44 (0)20 7402 4452 during office hours or email [email protected] any time.