Section 1 - Sales fundamentals and commercial awareness of the Telecoms industry

• The practice and psychology of the decision making process (DMP)
• Understanding customers and buying cycles
• The traits and behaviors of successful sales people
• The impact of multiple decision makers and influencers within DMP
• Review of the Telecoms industry and key markets
• Current market trends and the impact of technological and competitive forces
• Key business drivers and their impact on buying decisions

Section 2 - Influencing and communication skills within the sales call

• The practice and psychology of ‘cold calling’
• An overview of proven sales presentation structures
• Establishing our credibility and describing our purpose
• Establishing context for the sales call and creating a customer focused agenda
• Using the Probing Cycle to:
  
  • Understand our customer, their needs and sensitivities
  • Demonstrate a consultative approach and build the relationship
  • Build the customer’s perception of the value of our solution
  • Ensure that the decision to buy is built around our strengths

• Describing our offerings and articulating their value to individual customers
• Creating a common sense of purpose through empathy and rapport
• Getting a positive and lasting commitment
• Managing objections and moving the sale forward
  

Section 3- Building powerful sales techniques

• Building a powerful opening for cold calls
• Managing early customer resistance to the call
• Adapting the call to suit the demands and requirements of the customer
• Creating a flexible communication style and using your personality
• Using the power of our voice
• Mapping individual sales strategies for different customer groups
• Creating powerful and persuasive sales documentation
• Strategies for building customer knowledge and adapting sales approaches

Section 4 - Winning business and increasing sales in competitive and challenging environments

• Recognising potential sales barriers and their underlying causes
• Understanding the core reasons for caller resistance and rejection
• Adapting our strategies to individual market challenges
• Building strong relationships with customers based on the exchange of value
• Negotiation strategies to increase the perception of the value of our solution and handling competitor tactics
• Winning referrals and recommendations from customers
• Assessing your own sales performance and taking ownership of your own development