Cold Calling With Confidence

Course content

• Gaining the Right Attitude: How to overcome obstacles to success & achieve consistency.
• The First Twenty Seconds: How to create maximum impact in the first 20 seconds including Attention Grabbers, use of “hooks” and tone of voice. Attendees will create their own scripts or guides.
• Objection Prevention and Handling: This will be tailored around typical objections, but will include responses to “I’m too busy”, “send me an email”, and “I have no budget”.
• Getting Past the Gatekeeper: How to respond to “Has he spoken to you before?” and “What’s it about?” Winning strategies to get you through.
• Conducting the Perfect Cold Call: including High Gain Questioning Skills.
• Assumptive Closing: Asking for the Meeting.
• Role Plays: to assist with embedding of theory and to give attendees an opportunity to practice their scripts, objection handing, and questioning skills.
• Measuring Performance: The vital importance of personal targets.
• Eliminating Down Periods: How to keep the momentum going.
• Overcoming Continuing Challenges: What to do when we can never seem to reach our key prospects.
• Communicating the Value: How to demonstrate clear value and match the prospect’s needs
• How to Control the Customer Conversation: Proven tools for managing every part of our communication process
• Active Listening: A technique to ensure we do not miss precious “signals”
• Identifying Customer Buying Modes: A proven approach for prioritising prospects. The result accelerated pipeline development
• Role Plays: to embed key learning points from the day including Active Listening, Mirroring and appropriate