Telephone sales training: A tactical approach frequently overlooked!
What is the one thing you want from telephone sales training?
That’s right, a positive change in selling behaviors and a corresponding increase in sales revenues. And, it would be nice to then see the salespeople smashed their numbers!
If it’s results you want, may I suggest you consider a different approach to training, a tactical one!
So, what is Tactical Telephone Sales Training?
In Tactical Telephone Sales Training, live-recorded sales calls are played for the group. The facilitator plays the call until hearing something worth discussing. Participants are then asked to discuss and analyze what happened.
This has the following advantages over course-based sales training:
- Fixes current strategic and tactical errors delivering faster results
When you correct the mistakes being made in current calls, you get immediate positive changes in call handling.
- Deals with the sales process making assimilation of sales techniques easier and faster
Working with live calls focuses the training effort on the sales process rather than individual techniques.
- Forces participants to “think” about what they are doing
In discussing and analyzing calls, reps must think about and figure out why things are being done, and how they work.
- It makes salespeople “self-aware” when on the phones
Analyzing live calls causes salespeople to listen to what they are saying when they sell. For some reason, role-playing doesn’t have this effect.
It is likely for the above reasons that Tactical Telephone Sales Training is the fastest and most effective method for changing behaviors I have ever found.
Running the simplest version of this training each week will produce nearly immediate positive results.
The key reason this method is so effective is that it teaches by and through real examples, removing many of the barriers to learning, and eliminating for the salespeople the conversion of information to the sales process.
Combining Tactical Telephone Sales Training With a Sales Course.
You can empower the teaching of any telephone sales course by combining it with the most effective hands-on learning approach, tactical training.
One of the best methods for driving results from a course based training is to run a series of tactical sessions as a follow-up.
Running a series of tactical sessions during or after a course based training will greatly improve learning and results.
If you’d like to try running your own sessions, please CLICK HERE to receive my how to tips sheet: “5 Tips For Running Your Own Tactical Sales Telephone Training Session”
When you order the report, I will also give you a very cool Inside Sales Team Evaluation Tool. The tool only takes minutes to execute, and returns data that will give you a way to improve results immediately. It focuses on a part of the selling effort rarely touched by traditional sales training.
Feel free to call or write me, I am happy to answer your questions about tactical telephone sales training or provide input on any sales or management challenge.
If you would like some great telephone sales training resources, visit our sister site: TeleSalesUniversity.com