Seminar Outline:

Every sales executive who uses a telephone to maintain and grow a sales territory is familiar with the importance of cold calling. Having a set routine to prospect for new business is a crucial component of any telesales strategy and must be followed to provide a fruitful and profitable sales pipeline. Yet, many telesales and telemarketing sales executives feel apprehensive about the cold calling process. Countless sales professionals, even seasoned telesales reps, suffer from anxiety and call reluctance. Our half-day Telephone Cold Calling Skills program is designed to teach key skills that enable telesales and telemarketing sales reps to overcome fears associated with cold calling and establish a cold calling routine to increase leads and drive more sales.

Taught during a convenient four-hour workshop, the Telephone Cold Calling Skills program provides easy to use cold calling skills that new or experienced sales reps can work into their daily job routine. Special activities centered on the ability to overcome call reluctance and the other factors that inhibit successful cold calls are discussed in this course. Exercises designed to help sales reps increase call volume, uncover potential opportunities, get past gatekeepers, set appointments and overcome objections are all taught in this valuable workshop. Interactive sessions and call simulations enable telesales and telemarketing skills to be practiced and refined so as to increase knowledge transfer and retention. Instructor-led feedback sessions and roundtable discussions enable participants to discuss successful telesales strategies and skills in an open and cooperative environment. Participants also benefit from various planning exercises designed to create strategic cold calling routines to build pipelines.

Seminar Objectives:

Participants in the Telephone Cold Calling Skills seminar will experience/learn to:

• Establish a daily cold calling routine
• Overcome call reluctance
• Increase call volume to improve telesales numbers
• Build a pipeline of future business leads
• Understand how to deal with different telesales situations
• Recognize the factors that affect buyer behavior
• Work with the needs of different buyer types within a company
• Apply questioning skills to determine buyer attitudes, situations and priorities
• Identify problem areas and potential solutions
• Assess personal telesales performance after the call
• Get past gatekeepers and automated telephone systems
• Navigate through complex organization structures to reach decision makers
• Schedule appointments with all qualified prospects
• Establish rapport and build chemistry
• Handle customer objections
• Overcome disinterested parties
• Defuse conflict and unreasonable prospects
• Close the sale