Cold Calling

Duration 1 day

Telephone Sales Professionals are responsible for making sales appointments or selling services and products over the telephone and selling on the telephone is one skill area in which you never stop learning.

Virtually everybody in sales sells over the telephone at least some of the time, so we must constantly evaluate how we use the telephone and where it fits into our sales and marketing mix. Cold calling in particular needs to be carried out with great care and discretion. Many buyers are terribly sensitive about the sheer number of cold calls they receive and this course will help you establish a professional and tested approach.

Course content

Planning and Preparation
Setting Objectives
Why are you calling?
Building rapport
Getting past the gatekeeper
Introduction
Your first question
Effective listening
Identifying ‘need’
Working from scripts? Good or bad?
Making an appointment
Follow-up, follow-up, follow-up
Referrals
Objections?

Assertiveness
The course was just the right length; my attention was kept throughout the course. Carolyn is a very good trainer who is interested in delegates own situation

Port of Felixstowe

Corporate Telephone Techniques
Very Knoweldgeable. Brought group out of their shell.

Prospects Training Solutions

Introduction to HR
Very interesting course. I enjoyed discussing some of the case studies and subjects. Carolyn (the trainer) was very informative.

Anglia Care Trust