Effective telephone techniques for Cold Calls

Effective telephone techniques for Cold Calls

Cold calling on the phone is usually a complete waste of time and money - unless you do it right. So is there a better way than cold calling?

Is selling on the phone that much different to selling face to face and how do you establish customer rapport without this personal contact? Thanks to the advance in telecom technology more Prospects can now be contacted in a much shorter time frame. And there's the problem

Your potential customers are now receiving more calls than ever before, trying to sell them everything from advertising space to private health care and as such have erected barriers to prevent these sales calls. The gatekeeper, the screener, the blocker - call them what you will, they are there to provide a vital role. That of filtering the call.

So with all this against us, is selling on the phone still worthwhile? You bet. Get it right and it becomes one of the most powerful selling tools you have. Get it wrong and it's both expensive and damaging to the Organisation.

Talking to the right person, getting your message across and promoting the benefits of the product or service are essential ingredients to ‘selling using the phone'. So why do many people get it so very wrong?

Book on this workshop and you will find out. However, if you are looking for a workshop that shows you the more aggressive style of cold calling - this is not it.

This desk based workshop (without any embarrassing role play) looks at every aspect of using the phone to sell. From call preparation to painting the benefits picture. A very comprehensive 80+ page resource manual accompanies this workshop.

During the morning session you will learn about:

• Doing business by phone - the use of the phone in selling
• Key telephone skills - listening efficiency levels, painting the brightest picture and body language over the phone
• Telephone behaviour - call preparation, cue cards v scripts the verbal handshake and standards to aim for
• The selling process - opening and closing the sale, telephone selling style

In the afternoon, we explore:

Overcoming objections , criticisms and no's
Many sales people - even those who may have been selling a long time - say that closing the deal is the hardest part of the whole sales process. But why should this be? After all, if you are confident you have followed all the key steps in building the initial relationship then closing the sale should be a natural progression in the selling sequence.

The afternoon session looks at overcoming Prospect objections - but first we have to define them - leading on to achieving a simple closing statement that suits your style. And this is the cruncher. Thousands of words have been written and spoken about the ‘big secret' - techniques that may very well work for the author but does one size really fit all?

This workshop makes you the key player relating very much to your own temperament, your specific communication style (how to be an effective communicator) and the relationship you have with the client. Only then can we consider the many different styles of closing that apply to you.

During the afternoon session you will learn:

• The importance of qualifying your prospect - the customer may be right but is this customer right for you?
• How to recognise and define an objection - the 2 main types
• That there is no secret to overcoming objections - we share some sample responses
• How to close the deal / sale - the skills needed to successfully overcome Prospect resistance

Each participant also receives a personal priority indicator prior to the course that ensures the course is tailored to their needs.