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DESCRIPTION
"The world is getting smaller." This reality has changed the nature of sales in America and around the world. The prevalence of the Internet and the globalization of our markets have made the telephone a vital medium in sales. For businesses to survive into the next century, they will need to develop more sophisticated communication skills on the telephone. Teleconsulting, rather than telemarketing, will fill that need.

OBJECTIVES
This workshop is specifically designed to increase telemarketers' success in selling by phone, from basic products like long-distance services to sophisticated investment vehicles. This workshop focuses on learning to consult, rather than sell, on the telephone. Your telemarketers will learn to smile on the phone and develop invisible body language. They will learn to build long-term relationships with your prospective customers by learning to uncover solutions for your clients, rather than attempting to "just sell" them products and services. This training will transform your sales force from telemarketers to teleconsultants with improved job performance.

WHO SHOULD ATTEND
Everyone in your company who speaks on the telephone.

CLASS SIZE AND LENGTH
For maximum results and personal attention, classes can accommodate 10 to 100 participants. The program length ranges from one-half day to three days. Half days are four hours with a twenty-minute break; full days are eight hours with lunch and two twenty-minute breaks. The recommended program will reflect your goals and the number of participants.

METHODS
Teaching methods will depend on the class size, length and objectives, and will include many of the following proven techniques: interactive presentations, role-playing, specific break-out exercise sessions, video tape and/or audio tape clips, Power Point illustrations, video and audio self-observation and analysis, and workbooks. Whenever possible, on-the-job practice, observation and coaching will be included.

BENEFITS The Telemarketing to Telecommuting Workshop will increase company profitability with the following:

1. Increased sales 2. Shorter sales cycle 3. Less charge-backs 4. Fewer returns 5. Extended customer loyalty

6. Greater job satisfaction 7. Increased employee retention 8. More referrals 9. Larger client value 10. More crossover and up-sales

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