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Cold Calling

1 day


Telephone Sales Professionals are responsible for making sales appointments or selling services and products over the telephone and selling on the telephone is one skill area in which you never stop learning.

Virtually everybody in sales sells over the telephone at least some of the time, so we must constantly evaluate how we use the telephone and where it fits into our sales and marketing mix. Cold calling in particular needs to be carried out with great care and discretion.  Many buyers are terribly sensitive about the sheer number of cold calls they receive and this course will help you establish a professional and tested approach.

Programme Objectives

To gain confidence, improve success and develop skills to develop productive relationships through cold calling

Programme Content

  • Planning and Preparation
  • Setting Objectives
  • Why are you calling?
  • Building rapport
  • Getting past the gatekeeper
  • Introduction
  • Your first question
  • Effective listening
  • Identifying ‘need’
  • Working from scripts?  Good or bad?
  • Making an appointment
  • Follow-up, follow-up, follow-up
  • Referrals
  • Objections?
  • Action Planning
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