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Mastering Cold Calls
There are some specific strategies that can help a sales person become more confident and competent in making cold calls, and this course has them. It describes both the technical and the psychological techniques and methods to help you overcome your apprehension and conduct a call that gets results.
The course covers such topics as
How to prepare for a professional cold call
How to develop a winning mindset for cold calling
Ways to improve your effectiveness at handling cold calls
After completing this course the learner will be able to
Plan for effective cold calling
Grasp the fundamentals of cold calling
Activate the plan
Mastering Cold Calls
Description
There are some specific strategies that can help a sales person
become more confident and
competent in making cold calls, and this course has them. It describes
both the technical and the
psychological techniques and methods to help you overcome your
apprehension and conduct a
call that gets results.
Audience
This course addresses the training needs of sales staff.
Prerequisites
None.
Course Duration
»
1. 5 hours
Topics Include
How to prepare for a professional cold call
»
Why you should set a schedule for cold calling
»
How to organize your workspace
»
Techniques to help you target your customers
»
Ways to go directly to the decision maker
How to develop a winning mindset for cold calling
»
How to establish and maintain credibility
»
Ways to prepare for the no answer
»
Why you should be glad when you get a no answer
»
Ways to determine if you are turning people off by appearing to
be confrontational
»
Why it's important to deliver more than you promise
Ways to improve your effectiveness at handling cold calls
»
How to prepare and deliver a 30-second opening statement that will
make a
dynamic first impression
»
What questions to ask to discover a prospect's unique needs
»
How to respond appropriately to concerns
»
Methods for following up and assuring customer satisfaction
Everything Courseware
Mastering Cold Calls
Objectives
After completing this course you will be able to
Plan for effective cold calling
»
Begin with basic preparation
»
Develop the presentation technique
Grasp the fundamentals of cold calling
»
Generate trusting relationships
»
Maintain a winning mindset
»
Understand the dynamics of cold calling
»
Focus on needs and satisfaction
Activate the plan
»
Break through initial barriers
»
Recognize concerns
»
Move to resolution
»
Be specific in follow-up