Sales Skills: Communication: Prospecting for Leads by Telephone (Cold calling)

Course Overview

Finding new customers can be a soul-destroying task. This workshop will make it easier by planning your approach carefully, having control mechanisms to judge your performance and therefore improving your success rate. This workshop is very practical, containing proven techniques for converting new prospect customers.

Audience

The course will suit any person who is tasked with finding and converting new customers covering each step of the process and giving some practical ideas for success.

Skills Gained

You will gain a structured process to make the prospecting and identification of new customers easier. You will recognise the different mind-set between selling to existing customers and generating new business. Gaining techniques that can be used in the day-to-day role immediately resulting in you being more successful in this part of your role.

Course Outline

You will learn how to:

• Increase the number of telephone appointments made with new prospects
• Choose target segments, identify, select and qualify prospects
• Prepare adequately for initial contact and subsequent meetings
• Recognise decision makers and identify extended decision chains
• Use questioning skills to obtain information, and close on orders or get commitment
• Understand the varied buying motives of different types of people
• Match needs and wants with benefits to the prospect
• Make better pitches, using proposals as a sales tool
• Understand when to use and develop more positive closing techniques

Sales Skills: Communication: Prospecting for Leads by Telephone (Cold calling) / 1216