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Top tips for phone sales

Being able to successfully win business over the phone is an incredibly useful skill to have. Not only does it open the door to many opportunities but it’s a unique ability, as many people find it difficult to do. However, once you’ve got the hang of making phone sales you’ll never look back. Here are some tips on how to develop this essential skill for yourself.

Create the right mindset

No one is saying cold calling is easy but it’s possible to be successful if you’re in the right state of mind. Prepare yourself to make sales calls, create a script, pick a moment when you’re feeling good about it and start to get into a routine so that every call begins to feel easier.

Focus on one thing at a time

It’s a lot easier to be successful at phone sales if you’re just focused on one goal. That could be to make a sale, upsell a product or gather information.

Practice by listening to yourself

If you record yourself on early calls you’ll be able to assess for yourself where improvements might be made.

Get the right tone

Although professionalism is key, sometimes this manifests as an overly formal approach that is difficult to engage with. If you can find a tone that is effective but friendly then you’ll see your results improve significantly.

Hope for the best, prepare for the worst

It’s likely that not every call will be easy – many customers and clients don’t like cold calls. So, it’s often better to approach the calls expecting obstacles and resistance. That way, if you don’t experience either, it will be a pleasant surprise but if you do you’ll be well prepared.

Keep it conversational

The fastest way to lose the attention of the person you’re talking to is to sound like you’re talking to them from a pre-prepared script. Some people even find this insulting and may be especially unimpressed at such a perceived lack of effort. So, as much as you can, ensure your call sounds like a conversation not a sales pitch.

Keep your attention on what you’re doing

If you start multitasking at the same time, whether that’s tidying your workspace or working on other documents, it’s likely a prospect will be able to hear either what you’re doing or pick up on your lack of interest and they will soon switch off.

Ask lots of questions

The biggest mistake many people make with phone sales is to only talk at the person on the other end of the phone. Make sure you ask questions – to uncover any hesitation or obstacles to purchase and to find out more about the customer.

Don’t push too hard

Most customers won’t be convinced by this they will simply hang up.

Be concise

Work out how to deliver your information in the shortest time possible so that you’re not unnecessarily taking up people’s day.

Don’t give up

Rejection and refusal are all part of the process – you’ve only failed if you stop trying.

Learning to master the art of phone sales is a great skill to have. Our Winning More Business on the Telephone course is perfectly designed for those who want to improve at phone selling.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.