Summary

Synopsis

Brush up on successful methods for cold calling to market products or services. Learn effective techniques for landing that first appointment, turning rejection into a potential sale, and building strategies for maintaining contact over time. Whether you are a beginner in sales, or in need of a refresher, developing a wide array of skills and strategies helps build confidence throughout the sales process.

Objectives

• Structure a successful cold call
• Develop a basic, catchy introduction and call strategy
• Gain a better understanding of the resistance or common fears associated with cold calling
• Name three ways to get to a decision-maker
• Itemize pointers for managing the dynamics of the cold call

Outline

• Introduction
• Overview
• Objectives
• Call Preparation
• Know Your Product or Service
• Know Your Target
• Research Your Prospect
• Determining Call Objectives
• Cold Call Objectives
• Develop Alternative Plans
• Warming Up a Cold Call
• Checkpoint I
• Introducing Your Call
• Initial Benefits Statement
• Developing a Sales Pitch
• The Script
• The Fear Factor
• Opening Doors
• Prospecting
• Building Prospect Lists
• Call Considerations
• Targeting Decision-Makers
• Effective Listening
• Honesty Counts
• Checkpoint II
• Potential Obstacles
• Handling the Gatekeeper
• Voice Mail Pointers
• Crossword Puzzle
• Crossword
• Call Management
• Redirecting Rejection
• Probing Questions
• Documenting Prospects
• Future Action
• Cold Call Outcomes
• Following Up
• Final Checkpoint