Cold Calling

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How to Increase Sales in Your Business

“Perfect the steps of the sales cycle from finding leads to closing the sale”

Who Should Attend:

A practical and interactive 4 half days workshop, the course is designed for small business owners or senior staff who are now taking on the responsibility of generating leads and managing sales.

Overall Aim:

The aim of the workshop are to help business owners or senior staff who is now taking on the responsibility of sales to learn the key steps involved in generating sales. Participants will learn the vital skills to source leads, confidently cold call to get appointments, deliver slick sales presentation, secure the sale and deliver follow up strategies to develop the customer and get repeat business.

Objectives:

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

• Design effective sales strategies to generate leads, build the pipeline and increase sales
• Identify, source and build “hot” prospect lists for generating sales leads
• Develop a customer framework and learn more about your customer’s needs and expectations
• Get quality leads, maximize sales and gather valuable information using CRM/sales database
• Work out numbers, forecast accurately, achieve targets to manage the sales pipeline
• Embrace the market proactively using the power of networking both off and on-line
• Cold call, generate leads and develop the relationship using the power of the telephone
• Create attention grabbing telephone scripts for every occasion and get results
• Create a powerful presence, get on the customers side and make the right connection
• Establish customer needs and get real feedback using clever questioning and listening skills
• Guide the customer effectively through each stage of the sales presentation
• Work out the true value of customers and what they cost the business
• Realise the importance of turning customer complaints into opportunities
• Follow up with customers even after the sale to generate loyalty, repeat business and referrals

Day 1 - Workshop Content (Identify & compile quality sales leads to develop a sales pipeline)

• Define various customer groups - get to know more about their needs & expectations
• Database marketing – gather valuable information & build a customer database (using CRM)
• Source leads – know where, when, how, what and why to look for when sourcing new leads
• The numbers game – forecast accurately, achieve targets with resources & timescales

Day 2 - Workshop Content (Confidently and effectively cold call to secure appointments)

• Manage a cost effective sales process to create sales and build the sales pipeline
• Present your product differently – let the “nice to have” become “need to have”
• Write winning telephone scripts – to build confidence with customers and generate results
• The key steps on the telephone to generate leads, qualify appointments and close sales

Day 3 - Workshop Content (Deliver a slick sales presentation to secure the sale)

• Understand the power of body language in communication
• Portray a powerful presence, get on the customers side and make a connection
• Ask the right questions and listen actively – identify customer needs and gather information
• Guide customers through the perfect sales pitch - present benefits, negotiate fairly & win sales

Day 4 - Workshop Content(Follow up afterwards to build relations & generate extra sales)

• Lifetime value of a customer – how much a customer is really worth to your business
• Complaints as opportunities – the importance of feedback & winning back the customer
• The importance of follow up at each step of the sales cycle and after the sale is made
• Analyse results, identify opportunities, increase sales and build repeat customers

Training method:

The training takes the form of 4 half days or 2 full day workshop, with group discussions, case studies, individual assistance & feedback based on individual/group needs with manuals provided.