Cold Calling

• Home
• About Us
• Services
  • Defining a sales and marketing strategy
  • Database marketing and data management
  • Channel sales and marketing
  • Customer care programmes
  • Mystery shopping
• Telesales & Telemarketing
  • In-house projects
  • Outsourced projects to call centres
• Training
  • Cold Calling & Appointment Making
  • Effective Telephone Sales Techniques
  • Effective Sales Planning & Lead Generation
  • Making the Most of Your Contacts
  • Successful Networking Skills
  • Successful Cash Collection by Telephone
  • Customer Service & Complaint Handling by Telephone
  • Customer Service & Complaint Handling by Email
  • Essential Customer Service Skills
  • Effective Time Management
  • Successful Business Writing & Email Etiquette
• What customers say
  • The Grass Roots Group
  • Sendo Mobile Telecommunications
  • The Triangle Group (IT Solutions)
  • IEL (impulse gifts and greeting cards)
  • Zocalo (furniture distributors)
• Contact Us

Cold Calling & Appointment Making Skills

“Overcome reluctance, build confidence & generate sales through cold calling”

Who Should Attend:

A practical and interactive one to two day workshop, the course is designed for all sales staff who need to follow up on incoming sales enquiries and customers as well as those who make outgoing calls.

Overall Aim:

The aim of this workshop is to help sales staff achieve a greater appreciation of the importance of cold calling and to become more effective in their ability to influence and communicate with customers using the telephone to grow sales.  The participants will gain a greater awareness of customer’s expectations, learning to develop the necessary skills in using the telephone to overcome reluctance, deal with rejection and effectively cold call to make appointments and close sales.

Objectives:

After completing the workshop, each participant will be able to:

• Apply highly developed communications skills for improved customer relations
• Improve their efficiency on the telephone through better preparation and planning
• Present a professional image and create the right impression and build trust with the customer
• Overcome cold call reluctance, handle rejection and create opportunities through cold calls
• Become more assertive in their day to day communications by phone
• Really listen to customers and pre-empt customers’ needs through skilful questioning
• Have the right attitude, get on the customers side and make the connection
• Talk to customers in their own language using the right tone of voice
• Guide the customer effectively through each stage of the sales presentation
• Show discretion and tactfulness, when helping customers make the right decision
• Build a case, handle objections effectively, negotiate successfully and qualify the price
• Learn to recognise buying signals , know when to ask for the order and close the sale
• Apply adaptable skills to generate appointments in a confident and competent manner
• Write slick sales scripts to win sales and create happier customers
• Develop personalised communications with clients generating happier customers

Workshop Content:

• The essence of professional communications when selling over the telephone
• Preparation and planning - overcome reluctance and building confidence
• Overcoming cold calling and dealing with rejection
• The importance of first impressions and having the right attitude to influence customers
• Create and deliver the perfect sales pitch - get on the customers side & make a connection
• Show empathy, use humour appropriately and build great rapport
• Essential and active listening skills
• Talk in the customer’s language, use features and benefits to prove your product/service
• The 6 keys steps for developing relationships with customers
• Skilful questioning for understanding client needs – open ended questions versus closed questions
• Tone of voice – it’s not what we say, it’s how we say it
• Help customers make the right decision using discretion and tactfulness
• Handle objections, negotiate fairly, qualify the price and deal with rejection
• How to avoid overselling, recognise verbal buying signals and ask for the order
• Creating and using winning sales scripts
• Working the numbers in cold calling – qualifying leads and appointment setting
• Keeping to a schedule, taking detailed notes and analysing calls

Training method:

Training is based over one or two-day workshop, with group discussions, exercises, case studies & feedback based on individual/group needs.  Each learner receives a workshop manual.  Follow up mentoring sessions can be provided with this workshop where participants make live calls.