Cold Calling Training

The phone is an excellent marketing tool and using it need not be torture. This program teaches everything needed for success with consultative-style cold calling. Customized to suit level of experience, the program can be delivered via in-person workshop or webinar.

Overturning the “Root Canal” Effect

First things first – gotta dump the myths and baggage associated with cold calling. Participants learn:

  • The real source of “call reluctance” and how to overturn it
  • What drives prospects crazy, and how to avoid that

Smart Expectations

Calling with appropriate expectations prevents frustration on the callers’ end and push-back on the prospects’ end. Participants learn how to:

  • Leverage cold calling’s strengths and avoid its weaknesses
  • Open doors for selling opportunities

Effective Scripting

Learning to write scripts is as important as learning to use them. A good script efficiently uncovers opportunities, keeps the caller on track, and builds good relationships from the start. A great script does all of that and doesn’t sound like a script at all.

Participants work on their own custom scripts, learning how to apply best practices and avoid common errors. This includes:

  • Business-to-business calls, including to C-level prospects
  • Business-to-consumer calls
  • Voicemails that prompt response

Scripts that Shine

Most callers waste too much time trying to come up with a compelling value proposition — there is a much better way! Participants learn how to:

  • Differentiate themselves and project a highly professional image
  • Spark interest instead of sounding assumptive
  • Prevent many objections

Qualifying

Just how hot is that prospect? That’s what qualifying is all about. Unfortunately, qualifying can be a quagmire. Participants learn:

  • When qualifying is a good idea, and when it’s not
  • How to qualify prospects without annoying them
  • How to qualify without asking questions

More

There are a number of other topics the program covers, including any specific to your organization. For example:

  • How to work with gatekeepers so they don’t block you
  • How to prevent many objections and handle the rest
  • How to manage the metrics and calling over time
  • How to focus energy and prevent frustration
  • Strategies for blending with mail and email
  • Calling existing customers
  • Managing callers

People leave training with everything they need for success with any kind of call, not just “cold” calls. They’re now able and willing to open all kinds of doors with prospects, customers, centers of influence — to name just a few. How this is accomplished… More…

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“I, too, would rather have a root canal than make cold calls. Her program gives you a step-by-step process to put together your scripts and handle objections. She also breaks everything down so you know how calling succeeds and why certain things are important to do. I really like Shawn's straight-forward approach to this problem, her hands-on help and personalized script critiques. Her sense of humor is a big plus, as well. If you want a program that covers everything about calling prospects, whether they are individuals or businesses, this one is for you.”
Kim Hembree, CRPC