|One of the most difficult things in business is to find new clients.
The obvious way to do it is to ‘just do it’ meaning, get near a phone and instead of aggressively waiting for a new customer to ring, pick it up and call someone.
Well, if it was that easy, everyone would be doing it, since it sounds obvious, right? So apparently cold calling isn't as easy as it sounds.
This is a two day, hands-on workshop designed to help sales people overcome any hesitations to make more contact with new prospects..
The first day is spent with delegates developing a cold calling strategy for themselves while the instructor shares a mimimum of theory and best practice for cold calling with participants. Delegates then go on crafting a personal sales pitch for their cold calling runs. Before unleashing their pitch onto customers however, each participant simulates their pitch with the trainer in front of the class in order to stress-test the strategy under pressure.
The second day has an early start to maximize chances to reach customers. The day plays out as what we call a 'phone-party'. To that end, teams of 3 or 4 sales people break out to a separate room, get around a table and start round-robin calling down their respective contact lists in. Each person dials until they reach a customer then execute their respective personal sales pitches. Then after each call there is a 1-minute peer coaching session before it's the next person's turn to start dialing.
All the while the instructor will be roaming between rooms, providing professional feedback and suggesting improvements.
Note:This seminar is NOT for novices or entry-level maturity sales people. Delegates should be at intermediate to advanced maturity to participate.
If you have a team of new sales people with less than two years of field experience and you need to get them up to speed with cold-calling, please write us an email. In the B2B investment goods market, this is not exactly straight-forward and needs some discussion.
Email us to discuss