Cold Calling Skills
Cold calling is without doubt a universally despised aspect of sales and is yet THE MOST IMPORTANT part of salesperson’s repertoire. Fortunately, there is a science to becoming a specialist at it.
Our process minimises any misunderstanding about cold calling and demonstrates the power you actually have if you communicate in a precise manner.
WHAT THIS COLD CALLING PROGRAM OFFERS
The techniques we imbed build the appeal of the participant’s message and will reduce the risk of people losing interest or blocking the call as it is sharp, short and concise.
Our program ensures your team can overcome their fears when picking up the phone and asking for business. It has been designed to provide the Account Manager, Salesperson, Manager and Executive with the skill to keeping their pipeline full by hunting for new business.
We will give you the skills to identify key issues and drivers that are needed to make appointments over the phone.
Participants will also understand the pitfalls in making cold calls and how to avoid them. Our impact is best expressed through the opinion of the participants themselves - Read Here
Our process minimises any misunderstanding about cold calling and demonstrates the power you actually have if you communicate in a precise manner.
WHAT THIS COLD CALLING PROGRAM OFFERS
The techniques we imbed build the appeal of the participant’s message and will reduce the risk of people losing interest or blocking the call as it is sharp, short and concise.
Our program ensures your team can overcome their fears when picking up the phone and asking for business. It has been designed to provide the Account Manager, Salesperson, Manager and Executive with the skill to keeping their pipeline full by hunting for new business.
We will give you the skills to identify key issues and drivers that are needed to make appointments over the phone.
Participants will also understand the pitfalls in making cold calls and how to avoid them. Our impact is best expressed through the opinion of the participants themselves - Read Here
| COLD CALLING SKILLS | ||||||
| CONTENT OVERVIEW | ||||||
| Some facts about cold calling | ||||||
| Self talk | ||||||
| Effective cold calling characteristics | ||||||
| Overcome telephone terror | ||||||
| The importance of cold calling | ||||||
| The best time to make calls | ||||||
| Reprogramming your thoughts | ||||||
| Top 10 tips about cold calling | ||||||
| Cold calling tension | ||||||
| Sales training tips | ||||||
| Do your words betray you? | ||||||
| Power of silence | ||||||
| Preparing a cold calling session | ||||||
| Research the suspect | ||||||
| Strategy of a cold call | ||||||
| Plan your call cycle and track data | ||||||
| Decide and prepare aids | ||||||
| Rehearse the cold calling process | ||||||
| Objection handling | ||||||
| Reaching decision makers | ||||||
| ASk for the appointment | ||||||
| 5 training tips for sales managers | ||||||
| Role plays | ||||||
| Cold calling your database - real life calls | ||||||
| DURATION: 2 Day Course | ||||||
| WHO SHOULD ATTEND | ||||||
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Customer Service = CS Consultant = C Business Development Manager = BDM Account Manager = AM Middle Manager = MM Senior Manager = SM |
CS |
C |
BDM |
AM |
MM |
SM |
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SESSION REQUIREMENTS
The participants will be expected to bring a substantial database of prospects as they will be calling these people on day two. They will need to bring:
• Laptop with prospect database loaded and ready to call
• Mobile phone and charger
WHAT PARTICIPANTS SAY ABOUT THIS PROGRAM
“It was remarkable to see how effortless but powerful this program was, a focussed small introductory line with groundbreaking results”. Giang Nyguen, CBA
“It breaks out perceived difficult tasks into smaller easier steps, which then provides application by us demonstrating real life what we had learnt. Supported by easy access for questions or role plays to refine our new skills”. Dean Brown, CBA
“Exceptional. Changed my whole fear / opinion about cold calling. Thank you”. Francis Santiago, Westpac