MAKING COLD CALLS
If you have to make a lot of cold calls for business and would like some pointers on how to improve your ‘hit’ rate, then this hands-on
workshop is definitely for you. Combining lecture and practical role play sessions, this half-day program is loaded with useful information, tips
and techniques. You will cover the following:
PREPARATION:
• Prospect’s name and position
• Background of organization
• Planned approach
• Your appointment book
• Visualize your outcome
MAKING THE CALL
• Stand up?
• Give your full name in introduction
• Is this a convenient time to speak?
• Get quickly to the business and the benefit
• Getting past the gatekeeper – be businesslike; ask advice; make a friend
THE HOOK
• Letter
• Personal reference
• Information about their company
• Question
POSSIBLE RESPONSES
• Prospect agrees to an appointment
• Send me more information
• Let me check your web site first
• Tell me about your service now
• I’m too busy to speak
• Sounds interesting, but we are not in a position to take up your offer
• I’m not the right person
How will you respond to the above and overcome possible objections?
KEY POINTS TO REMEMBER
• Time is not on your side
• You must not become involved in the full sales offer
• Keep your objective constantly in mind: to secure an appointment
• Use short sentences and clear language
• Be authoritative, but never talk down to the buyer
• Have a reason for not giving full details over the phone
• Speak slowly and conversationally
• Be prepared to listen
• Smile
• Sound enthusiastic
• Be confident
If you have to make a lot of cold calls for business and would like some pointers on how to improve your ‘hit’ rate, then this hands-on
workshop is definitely for you. Combining lecture and practical role play sessions, this half-day program is loaded with useful information, tips
and techniques. You will cover the following:
PREPARATION:
• Prospect’s name and position
• Background of organization
• Planned approach
• Your appointment book
• Visualize your outcome
MAKING THE CALL
• Stand up?
• Give your full name in introduction
• Is this a convenient time to speak?
• Get quickly to the business and the benefit
• Getting past the gatekeeper – be businesslike; ask advice; make a friend
THE HOOK
• Letter
• Personal reference
• Information about their company
• Question
POSSIBLE RESPONSES
• Prospect agrees to an appointment
• Send me more information
• Let me check your web site first
• Tell me about your service now
• I’m too busy to speak
• Sounds interesting, but we are not in a position to take up your offer
• I’m not the right person
How will you respond to the above and overcome possible objections?
KEY POINTS TO REMEMBER
• Time is not on your side
• You must not become involved in the full sales offer
• Keep your objective constantly in mind: to secure an appointment
• Use short sentences and clear language
• Be authoritative, but never talk down to the buyer
• Have a reason for not giving full details over the phone
• Speak slowly and conversationally
• Be prepared to listen
• Smile
• Sound enthusiastic
• Be confident
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COMMUNICATIONS TRAINING AND CONSULTING FOR
BUSINESS, EDUCATION AND NON PROFIT
BUSINESS, EDUCATION AND NON PROFIT