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

Course Overview

Finding new customers can be a soul destroying task. Without a formal and efficient structure to the process, time and resources are often wasted, and those responsible for finding and acquiring new customers are left demotivated.

The purpose of this course:

This workshop will make it easier to reach new customers by planning the approach carefully and having control mechanisms to judge performance and improve success rates. The course is of a practical nature with well proven techniques for converting new prospects into customers.

Benefits for your organisation:

Organisations spend a lot of money trying to attract new customers as well as retain existing ones. This workshop will allow you to achieve successful outcomes to prospecting and cold calling, adding to your organisation's bottom line and reducing the cost of new customer acquisition.

Benefits for you as an individual:

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

Audience

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

Course Outline

On completion delegates will be able to:

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

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