Accountants sold on telesales training

Accountants say they're stepping up their telesales activity following attendance at a specially tailored training course to help them take advantage of the liberalization of rules surrounding the way they can promote their business through cold calling.

Graham Jenner (Jenner & Co. Bletchley) praised both the ethical and practical content of the course. "The ethical issues were well covered by an officer from the Institute of Chartered Accountants for England and Wales (ICAEW). I think these issues often frighten people off doing telesales. I was very comfortable with the technique for making calls, which was very non-aggressive."

Mike Blake (Coates & Partners, Ashbourne) says: "The day was very motivational. The course broadened my understanding of the telesales process. We subcontract our calls. I think I'll now be able to manage the contract more effectively."

James Moore (JW Moore & Co Ltd, Glasgow): "The input was very helpful. I've already booked colleagues onto the advanced telesales training course. We're planning to generate our own telesales calls."

The course, 'Generating New Business by Telephone' was devised by Marc Holland of PTP Training and Marketing Ltd: "The course was very interactive. Delegates were prepared for, and coached in, a technique which can make a serious impact on their business development. I made a series of 'live' cold calls to demonstrate the process to delegates and then, under close supervision, they themselves made 'live' calls to prospects."

"I want the accountants to come across on their calls as professionals with real integrity; as people who can extend their reputation to a wider audience by using this important tool," adds Mr Holland.

The course aimed to give accountants greater confidence to make outgoing calls professionally, the ability to get through to the right person, and how to handle leads and follow-up issues. They were given advice on targeting, clarifying objectives, preparing contact lists and using a prospect system.

23rd April 2002