Cold Calling

Overview

Cold calling can be daunting because it involves reaching out to potential customers who have no prior relationship with you, often leading to rejection or disinterest. The pressure to make a positive impression quickly, combined with the uncertainty of the response, can make the experience feel intimidating and uncomfortable for some people.

Cold calling 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 is designed to equip you with the essential skills, techniques, and strategies to successfully engage with prospects, build meaningful connections, and ultimately increase sales through cold calling.

At the end of this course, you will:

• Know how to research, plan and structure a call.
• Be able to convey a professional image using a consultative sales approach.
• Have more skills and increased confidence to support you when selling to new prospects or when re-engaging with former customers.
• Understand how to increase business opportunities through telephone sales techniques.
• Be able to shift your perspective on rejection.

Who will benefit?

Suitable for those who are new to selling by telephone and anyone who wants to improve on opportunities to increase sales revenue.

Objectives

• Understand the differences between conventional and consultative sales
• Recognise and increase revenue opportunities for your organisation
• Demonstrate the skills required in asking questions to unearth your client’s real issues
• Offer solutions which specifically addresses client’s needs
• Learn how to move into a trusted advisor and partner role with your clients that adds value to them
• Anticipate and overcome objections
• Recognise when to Close and how to ask for the business

Content

• Working from scripts… Good or bad?
• Planning, Preparation and Setting Objectives
• The Power of Voice
• Getting past the gatekeeper
• Capturing attention with your opening statement
• Building rapport
• Questioning Skills
• Active Listening
• Identifying ‘needs’
• Features, Advantages and Benefits
• Handling Objections
• Top tips for Negotiating
• Asking for Referrals
• Follow-up, follow-up, follow-up
• Summary and personal action plan