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By Ryan Strandin February 12, 2015

Ring! Ring! Do You Have the Proper Phone Sales Training?

How many leads do you lose when your sales team isn’t picking up the phone, or is ineffective when they call?  Each time you lose a lead, it leaves your sales team frustrated without knowing what went wrong, what tools they need to be more successful. Most salespeople need phone sales coaching, and role specific information and tools in order to be optimally effective.  If these salespeople have never received phone sales training, they are losing deals they should have won!

Phone Call Training Increases Revenue

Imagine that one of your sales reps is nurturing a new lead, and moving them through the sales process. Email is only so effective, which is why finely tuned phone skills play a vital role in the success of your sales team. Finding the right phone sales training makes a huge difference in maximizing the effectiveness of your phone-based reps. You need sales representatives who are comfortable getting on the phone with a prospect, articulating value, handling objections, and instilling excitement. This will quickly grow the number of leads in your funnel, and the number of deals you close. Specifically tailored phone sales training will pay for itself again and again.

Evaluate: Does your Team have the Proper Phone Sales Training?

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 Does your company offer sales training designed for phone users specifically?  It is commonly accepted that someone who spends their day selling on the phone would endure a learning curve before they could sell in person; you’re adding a face-to-face interaction. However, people incorrectly assume that someone who can sell in person would be equally good on the phone. Selling in person and selling on the phone require different skills. They are similar, but need to be approached differently, tailored to the activity, and trained independently.

If your company already has a dedicated phone sales training for your employees, you are streets ahead of manycompanies out there. Although there are some cardinal rules, evaluate your setup to make sure that you are using a training program that is tailored to your customers and your culture. Sometimes impactful phone training can be achieved by relaying a couple quick tips and tricks, but many employees require a more in-depth solution. Many cold callers and other salespeople must be coached through a change in their approach or strategy before they can be optimally successful on the phone.

Finding the Proper Phone Sales Training

Make sure you do your research!  There are many consulting companies who offer phone sales training, but not all programs are created equal. I hear horror stories of firms that “trained” employees by yelling and scaring them in the name of “making them ready for anything.”

SRi Tip: if you want to be ready for anything, do your research and come prepared.

I’ve seen this tactic result in call panic as some top sales people became too scared to pick up the phone. Being a master salesperson on the phone comes from confidence, understanding, and the proper mind set (one that that does not involve fear.)  The most important thing to look for when selecting the right consulting firm to provide phone sales training is to make sure they understand your company’s culture. We believe that every client is different, and very few cultures benefit from intimidation and canned training courses aimed at the generic sales person.

Do You Think You’re the Same as Everybody Else? Neither Do We.

Training on the phones might be just what your company needs to reach the next level. Phone sales mastery will allow your team create and convert more leads. If you have a growth target for this year, phone sales training is a good way to fill your funnel and close more deals. If your company does decide that a consulting firm could help improve phone sales, make sure that they will custom tailor a training program to fit your company’s unique culture and customers. Do not use aggressive, fear provoking techniques to train your sales team, but instead prepare them for any potential situation with knowledge, and the right sales tools to succeed on the phone.

Topics: Sales Training

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