Training Schedule
Cold Calling for Results
Course Category: People Management Courses
Duration: N/A days
Price: 250 + VAT
Type: Public,
Starting Dates:
04/04/12 For One Day - Available - Book now »
Course Overview
A Half-Day course offering delegates an opportunity to unlock the potential in their cold-calling activity and to sharpen their competitive edge resulting in enhanced sales.
This course is aimed at cold callers of all levels, from senior sales professionals wishing to refresh their skills to telemarketers new in their roles.
All our sessions are run by a professional Telemarketer, with over 10 years cold-calling experience at board-level.
With Cold Calling for Results Training our clients can:
Ø Increase confidence and gain credibility with prospects.
Ø Improve qualified meetings and close rates.
Ø Drive the quality of telemarketing and meetings booked.
Ø Boost sales and measure progress.
Learn the full-proof steps to turn every “cold-call” into a warm call!
All training sessions are customized and personalized to meet our clients’ specific needs. Our Structured Agenda is divided into three parts: Before the Call, During the Call and After the Call.
Course Synopsis
BEFORE THE CALL.
This part of the Session will focus on all aspects of Call Preparation, including the following.
Getting the Right Attitude: Many sales people have an in-built resistance to cold-calling. This section will focus on how to develop a Positive Attitude towards cold-calling, and how to overcome personal obstacles to success.
Script Preparation: The first 20 seconds of any cold call are critical, and can “make-or break” the call. This section will focus on how to create a truly powerful and compelling script to clinch a decision makers’ interest. Attendees will create their own scripts and rehearse them in pairs.
Objection Handling: With proper practice and planning objections from decision-makers can be turned to the cold-caller’s advantage. Attendees will be briefed on responses to “Please send me Information”, “I’m too busy”, “I have no budget” etc, and will practice these responses in role-play sessions.
DURING THE CALL.
Getting Past the Gate Keeper:Useful guidance on how to deal with secretaries. How to respond to: “Has he spoken to you before?” and “What’s it about?” Two contrasting approaches which never fail!
How to Handle Calls with Prospects: Guidance on Powerful Questioning techniques, including Welcoming Questions from Prospects and How to Use Them, Tailoring Answers to Prospects, Uncovering the “Pain”, the Power of Referrals and Assumptive closing.
Role Play: Attendees to rehearse the above.
AFTER THE CALL
Sometimes a rather neglected area by cold-callers, this session will focus on how to make the most of a cold-call, once the receiver has been put down!
Emailing/ Writing to Prospects: Tips on creating compelling language, and tailoring responses.
Measuring/Targeting: Guidance on personal targets versus official targets, plus monitoring /tracking of results.
Eliminating Down Periods: Some tips on keeping the momentum going, and staying positive!
For Full Day In House Sessions (only) the afternoon component will include one-on-one personal coaching, where scripts, objection handling etc will be put into practice during fresh cold-calls. Advice/ encouragement given accordingly. Results will be tracked.
Measurable Action Points: These will be agreed by the client and Parkwell Training prior to Session/s commencing. They will form a Blue Print of Best Practice for Cold-Calling, and will be used by the client to track progress. These Action Points can be used straight away by our clients’ cold-callers.
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