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

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

Course Overview

Sales prospecting on the phone, whether they are warm or cold calls can be one of the most difficult and yet critical skills any salespeople can have. Salespeople who can confidently call a prospect, have the ability to single-handedly pull a business out of trouble as well as dramatically increase sales.

The Cold Calling Isn’t Dead. You’re Doing it Wrong one-day training and sales development program has been created to help salespeople of all skill levels to be better at lowering customer acquisition costs by generating new sales opportunities through cold calling.

If you believe that prospecting on the phone is still one of the easiest and fastest ways to generate new business, yet you feel your salespeople are reluctant to pick up the phone, then this interactive training will break down the cold calling process. This course will help your people understand the psychology behind getting prospects interested to listen and open to taking 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.