Cold Calling Workshops

If your looking at this page, you've probably got a problem with cold calling.

Either your a business owner responsible for selling as well, but hate making cold calls or you have a sales team who avoid making them.

As a result, you probably don't have enough new business and are spending too much money on marketing, advertising or networking to get leads.

We run Cold Calling Workshops that focus on two areas :

1. Overcoming call reluctance.

What do we mean by call reluctance? When we talk to companies we find that their salespeople make all sorts of excuses about not making cold calls. These sound like "cold calling does not work", "I can never get past gatekeepers", "no one wants to accept cold calls anymore".

These excuses have become part of salespeople's belief system, so most of them are unlikely to make cold calls anymore. Therefore, irrespective of what techniques we use, if we cannot get salespeople to pick up the phone, then any training is a waste of time.

Our initial focus before we cover cold calling techniques is to overcome call reluctance and work on salespeople's belief system.

2. Non traditional, conversational cold calling techniques.

The problem why cold calling has become so difficult is because of the appoach used by most salespeople in the past. Generally it's pushy, insincere and salesy. For the prospect, it feels uncomfortable and irritating, so within about 10 seconds of receiving this type of call most prospects have decided they want to end the call.

Therefore, to be successful at cold calling, we must sound and behave differently from everyone else. The call must be prospect focused and conversational. We must not do anything that sounds like a traditional cold call, because if we do, the prospect is likely to end the call.

Agenda

• Why traditional cold calls do not work anymore.
• The approach prospects would like.
• Overcoming call reluctance.
  • Belief systems
  • Negative self talk
  • Fear of rejection

• Structuring the call
• How to sound and behave differently.
• How to make the call conversational
• Questioning strategies
• Booking the appointment
• Dealing with objections

If you would like to know more about our Cold Calling approach and dates of forthcoming workshops, please complete your details below or call us on 0870 042 1961 and ask for Ian Blackshire.

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