I am putting together a 2 hr workshop for outbound selling. Has anyone delivered this type of training in such a tight schedule? Any suggestions on content or activities that have worked well would be greatly appreciated. Many Thanks
Marie Hammond
Menu
Menu
3 Responses
Not a lot
I don’t think you’re going to be able to squeeze a lot into a two hour session of this kind – particularly if they have no previous sales experience.
But given the time limit – I’d outline the important areas and give them loads of additional reading to do afterwards.
So I’d include:
Know Your Product
Know Your Aim for the Call
Call Opening
Questioning
Listening
Sale Closing
Call Closing
And that should do it but I don’t think this amount of is going to allow them much room to practice or develop skills and you might be best off focusing on Opening and Closing with a quick refresher of listening/questioning skills.
Hard one this, good luck with it.
Outbound Sales Training
Marie,
Like Nik I agree that 2 hours is an incredibly tight deadline but if that is all you have got I have a few exercises downloaded on to the trainerbase website if you are interested as well as a sales call structure designed for outbound telesales staff.
Good luck
Andrew
Outbound Sales
Marie,
I have written a similar programme in the past training inbound sales advisors on outbound skills and techniques. I have to agree with the others that two hours is not a lot of time to cover all that is needed. If the advisors have previous sales experience, you maybe able to cover all areas in a day and then follow this up with intensive side by side coaching.
One area you will need to focus on is objection handling at the start of the call. Without effective knowledge and skills on handling objections such as ‘I’m too busy’ or ‘I’m not interested’ the advisors will not get very far. Role plays and scenarios that they will come into contact with will be a good starting point.
Ensure that you have plenty of examples for each area of the call structure and allow the delegates to write these down on prompt cards and that they use them when they start dialling,
Maybe a way to effectively deal with this is to cover the basis areas in the two hours that you have and then run buzz sessions on specific areas once they have started dialling.
If I can be of any further help, please feel free to drop me an email at [email protected]
Wishing you every success.
Neil