Effective cold calling is not just about picking up the phone and “going for it”; to win business and achieve your call objectives, it needs to capture your prospect’s attention, immediately build credibility, and quickly develop a relationship. This workshop is designed to show you how to do this, and by the end of the day, the delegate will have the ability to make effective calls to achieve the desired outcome, i.e., sales or an appointment. The training covers the following:-
Understanding why customers buy and how they would like to be treated.
How to quickly build rapport over the telephone with the use of communication
techniques and identifying and adapting to different personality types
Understanding why listening is important in the sales process and how to actively listen
Helping you to identify the USP’s of your business and how to communicate these to your prospect
Objectives of the call – why this is important
Planning a call – why this is imperative
How to get around the “gatekeeper”
Opening statements – how to hook and gain interest
Body of the call – information gathering
Using the traffic light system to assess buying signals and readiness to proceed
Overcoming objections
How to effectively close to win business
You will leave this workshop with the ability to make telesales calls that will have an immediate impact on your business.
