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Cold Calling Isn’t Dead Training Course in Melbourne

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- Cold Calling Isn’t Dead. You’re Doing it Wrong -

Course Overview

Sаlеѕ рrоѕресtіng on thе рhоnе, whether thеу аrе wаrm оr соld саllѕ саn be оnе of thе most dіffісult аnd уеt сrіtісаl ѕkіllѕ аnу ѕаlеѕреорlе can hаvе. Sаlеѕреорlе who саn соnfіdеntlу саll a рrоѕресt, hаvе thе аbіlіtу tо single-handedly pull a buѕіnеѕѕ оut оf trоublе аѕ wеll аѕ drаmаtісаllу іnсrеаѕе sales.

Thе Cоld Calling Iѕn’t Dead. Yоu’rе Dоіng іt Wrоng one-day trаіnіng аnd ѕаlеѕ dеvеlорmеnt program has been сrеаtеd tо hеlр ѕаlеѕреорlе оf аll skill lеvеlѕ tо bе better at lоwеrіng сuѕtоmеr acquisition соѕtѕ bу gеnеrаtіng nеw ѕаlеѕ opportunities through соld calling.

If уоu bеlіеvе thаt рrоѕресtіng on thе рhоnе іѕ ѕtіll оnе оf thе еаѕіеѕt and fаѕtеѕt wауѕ to gеnеrаtе nеw buѕіnеѕѕ, yet you fееl your ѕаlеѕреорlе are rеluсtаnt tо рісk uр the phone, then thіѕ interactive training wіll brеаk down thе соld саllіng рrосеѕѕ. This соurѕе wіll help уоur people undеrѕtаnd thе рѕусhоlоgу behind getting рrоѕресtѕ іntеrеѕtеd tо listen аnd ореn to tаkіng action.

Key Learning Outcomes

  • Understand the psychology of selling
  • Two reasons people buy
  • What motivates people to buy
  • Why are so many salespeople reluctant to cold call
  • Addressing the “elephant in the room”
  • The 9 Distinct Areas of Cold Calling
    1. Objective planning: Know where you want to be to how you get to the client
    2. Making the first call: Engaging with the receptionist and getting that gatekeeper to help you get to the decision-maker
    3. Speaking with the decision-maker
    4. Using an opening hot button statement
    5. Questioning to reveal the benefits to offer
    6. Using a persuasive vocabulary
    7. Dealing with objections
    8. Getting permission to move to the next stage
    9. Closing the sale effectively

Training Outline

Morning Session

Module 1.The Psychology of Selling (and why people say “yes, or want to meet)

  • Why people say yes
  • The psychological factors going on in a customer’s mind
  • The only two reasons a customer is going to be persuaded to listen to you and take action
  • The personal skills you need to influence and persuade others over the phone.

Module 2. Preparations for talking on the phone

  • Why do some salespeople think it’s harder to sell on the phone
  • Why your emotional and psychological mood is critical before cold calling
  • Typical telephone communication challenges when cold calling

Module 3. The process of getting your message across over the phone

  • The first hello – How to talk to the Gatekeeper
  • Why your voice tone is critical to get what you want to know
  • Clever ideas for when the Gatekeeper says “NO”
Afternoon Session

Module 4. Making the Call

  • The one-on-one connection with a prospect on the phone
  • The right way to introduce yourself and your first 15 seconds
  • Capturing your prospect’s attention with effective opening statements

Module 5. Engaging the prospect to the next step

  • Asking intelligent questions
  • Overcoming objections and how to get around them

Module 5. Ending the Call

  • Magic phrases to wrap up the call that create customer/prospect anticipation
  • Being clear on what happens next
  • Strategies for closing the call/next step/sale/
  • Using a follow-up system, data entry and the follow-up email

Training Options

We realise every client is different. You may have only half a dozen people to train, or perhaps you’re running a conference and want a guest speaker or a trainer to undertake a high impact, short breakout session.

Whatever you have in mind, we want to help you achieve your training goals. Let’s start a conversation and find out what’s happening at your place and what you want your people to be able to do differently as a result of training. If you’re on a tight budget, we get that as well. Rest assured, we are good listeners, and we are here to help you achieve your outcomes.

  • 1-day Training (7 hours)
  • Half-Day Express (3 hours)
  • Lunch & Learn (60 minutes)
  • Online Training (Self-paced)
  • One-on-One (Zoom) Coaching