Sales Cold Calling – winning more business course
Availability: Open Course and In-Company
Why attend?
No matter how good your product or service is, unless you let people know it exists they won’t be able to benefit from it. Whether you pale at the thought of making cold calls or welcome the challenge it brings, it is still one of the key ways many businesses achieve success in getting in front of potential new clients. Good techniques save you time by giving you better leads, which increase the number of opportunities you have in your pipeline and result in more sales.
This interactive and informative one-day training course introduces you to ways of improving your cold calling level of success and can make the experience of converting leads into prospects an enjoyable one. The course includes practical exercises, using telephone equipment and relevant client situations. (If preferred, we can structure the day so live calls can be made.)
Who is it for?
This tailored training course is suitable for anyone in a sales or telesales role who wants to improve their skills or develop their confidence in making cold calls. No previous experience is required. The course is also useful for those with some experience who want to improve their strategy significantly.
What you will learn
Identifying your target audience
- Essential steps to take from the start, to follow up and confirm agreed action
- Creating the right environment for achieving the results you want
- Understanding how the latest legislation impacts contacting prospects
Creating the right mindset
- How to make sure your beliefs support your future success
- Eliminating beliefs that hold you back and limit your potential
Building and maintaining rapport
- The importance of building trust and listening to what the client says
- Stepping into the client's shoes and seeing, hearing and feeling how you come across from their perspective
- Being aware of, and picking up on, reactions and buying signals
How to make clients feel valued and understood
- How to build dialogue and quickly assess what a client wants
- Assessing what is important to your client
- Letting them know you understand their needs
Dealing with gatekeepers
- Building rapport and getting to the purse-string holder with authority to buy
- Coming across as professional and someone people want to do business with
Getting a good response from mail-shots
- Capturing the reader’s attention, creating impact, explaining your offer
- Focusing on the reader’s needs
- Increasing awareness of the effect you have on others
Managing procrastination and maintaining motivation
- Accessing and maintaining a resourceful emotional state
- Staying focused on your objective
Handling tough questions
- Techniques for successfully handling even the toughest questions in a positive and constructive manner without breaking rapport
Getting the appointment
- Remaining in control
- Identifying and overcoming objections
- Asking for the business and summarising what has been agreed
Benefits to you and your organisation
- Be able to connect with clients on a personal level and know how to quickly find out what matters most to them
- Understand and manage your own and your client's emotional state
- Have increased confidence in approaching potential clients by telephone
- Acquire skills and techniques for successfully handling tough questions in a positive and constructive manner without breaking rapport
- Increase your awareness of the impact you have on others
- Know how to project a confident, passionate and enthusiastic impression
- Win more business and increase profits
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