Telephone Cold Calling Skills
OVERVIEW
For any salesperson cold calling is the part of the job they hate, but it has to be done if you are to bring on board new clients.As a salesperson your sales will depend upon your client portfolio. The more active clients you have the more business you will write.
If you have a limited client portfolio then your business opportunities are limited.
As a new salesperson very often your first responsibility is to build up your client portfolio and therefore a lot of your early work is spent cold calling. The quicker you can bring in new clients the quicker your business will grow. Therefore being good at cold calling will be critical to your success.
For more experienced salespeople there is always the possibility of losing clients. As you lose clients your portfolio shrinks and opportunities decline. Therefore you always need to conduct an element of cold calling calling in order to replace lost clients with new ones.
The Telephone Cold Calling workshop explores the concepts of cold calling, the psychology and the core skills required to be successful.
The Telephone Cold Calling workshops helps to develop the participants confidence when cold calling and provides the key skills and tools to be a successful cold calling salesperson.
WORKSHOP AIM:
To increase the participant’s ability to develop new business through cold calling.
WORKSHOP OBJECTIVES:
By the end of the workshop participants’ will be able to:
Understand
where the best prospecting opportunities are and how to
maximise
their
potential
Build
credibility and confidence with clients through the use of good
interpersonal & communication skills
Understand the key principles
for successful telephone cold calling
Plan,
prepare and structure a successful cold call in order to secure a meeting
Overcome
client resistance/objections to solutions and firmGain client
commitment to next step/solution
Workshop Content
New Business Development
Analysing
what we have to offer the clients?
What are our
USP’s?
Which client
segments will be most interested in our offering?
Where to
find prospects
Maximising
effectiveness, time & resources
Contacting the Prospects – Telephone Cold Calling
How to
contact the clients, methods of communication
Developing a
strategy
Client psychology
Content
choice – clarity and effect
Planning,
structure, setting objectives
Developing
& communicating ideas
What’s in it
for the client? – Features and benefits
Handling
client resistance
Directing
the call model
Closing
skills – Securing the meeting/sale
The participants will conduct client telephone role-plays using tape recorders to capture calls for feedback and coaching sessions
Summary & Close