the media house » Improve your Telesales and increase Delegate Bookings


		This training course has been developed to empower delegate sales people to win more business in the competitive events market. The interactive workshop focuses on practical approaches to current challenges and the tools to win more delegate bookings. Proven sales techniques are used to equip each attendee to carry through a pro-active and focused sales strategy for using the telephone to build profitability and delegate revenue.

Course outline:
Understanding the benefits that the event brings to different delegates
+	Examination of the key motivations and buying triggers for attending a conference
+	Mapping diff erent customer types and their decision making process for attending a conference
Building an effective delegate sales strategy
+	An overview of proven conference sales cycles and methodologies
+	The traits and behavior of successful sales people
+	Managing the decision making process
Opening the sales call confidently and engaging the contact
+	Recognising the reasons for caller resistance and strategies to overcome it
+	Establishing our credibility and describing our purpose
+	Establishing context for the sales call and creating a customer focused agenda
Discovering delegate needs and requirements
+	Techniques for building a constructive dialogue
+	Using the Probing Cycle to understand the delegate, their needs and sensitivities
+	Creating a common sense of purpose through empathy and rapport
Building a persuasive case for attending the event
+	Describing the conference most effectively and articulating the value of attending
+	Making the most efficient and appropriate use of discounts and incentives
Winning the booking
+	Getting a positive and lasting commitment
+	Managing objections and moving the sale forward
+	Generating referrals and gaining access to other influencers and decision makers
Making the most of your selling time and maintaining motivation
+	Assessing your own sales performance and taking ownership of your own development
+	Establishing good calling habits and following the sales process
+	The secrets of confident and comfortable telesales

» Book this course

Who should attend?
This course has been designed for telesales professionals who are selling delegate places for:
Conferences, Exhibitions, Training Courses, Corporate Events, Award Ceremonies.

Course dates:
please call for dates

Course duration:
One day

Course venue:
CCT Venues, London

Course cost:
£495 plus VAT for all commercial companies

£445 plus VAT for all associations and not-for-profit organisations

Post-course one-to-one follow-up
To ensure that the skills learned in training are transferred successfully to the workplace and used to their full potential, this course, when it is run as an inhouse course, will be supported by targeted 'side-by-side' coaching sessions directly after the training.

This post-course follow-up will be conducted in your workplace and will involve the trainer sitting with course attendees, listening as they make telesales calls. The trainer will then conduct a 'live' analysis of call techniques and give individual direction.

Objection handling was always a problem for me and I now feel a lot more confident.

Seaneen McLoughlin, RICS

Call +44 (0)208 374 1712 for more information