Are you a VP of Sales, Director of New
Business Development, or Sales Manager that needs cold calling
training, telesales training or live sales training to expand
your market share by developing new business, cold
calling and selling into a Fortune 1000 companies, educational
institutes or governments?
Do you have experienced or new telesales
or inside sales reps or a field sales team who cold call to sell
business to business related products and services?
Do your inside sales and field sales reps know what to say word
for word to reach decision makers?
What would setting up a significant number of increased,
face-to-face, web demos and phone appointments
and time and date specific action steps with Decision
Makers, be worth to your organization in terms of increased
sales and a shortening of your sales cycles?
If so, are any of these cold calling scenarios familiar to
you or you might have found that the following situations are
common when your reps are making cold calls:
Are your salespeople
having a hard time cold calling and reaching decision-makers
and setting appointments?
Are you finding that they are suffering from cold
calling reluctance and fear of rejection decreasing their overall
call and sales productivity?
Are they are getting into
an endless loop of voice mail with absolutely no results?
Are your reps facing any of these challenges or asking any
of these questions?
· How can I get the other person to talk?
· How can I speed up the sales
cycle process?
· How do I build trust in person I am conversing
with on the phone?
· How do I create a value statement
with impact?
· How do I deal with voice-mail?
· How do I differentiate myself
from all the other reps?
· How do I engage a C- level?
· How do I find a way past
the constant rejection?
· How do I find the right person?
· How do I get them on the
phone and work up front to qualify?
· How do I get to the right person?
· How do I handle Caller ID?
· How do I keep the prospect on the phone?
· How do I know I have the
right person?
· How do I obtain their e-mail address?
· How do I stop from being
pigeon holed?
· How do I use these complex phone systems?
· How do I work with gatekeepers,
personal or executive assistants?
· How much time for pre-call research?
· How to do I transition to action once on they’re
on the phone?
· What do I do when the assistant says they not
interested?
· What do I need to do to get
more information out of people?
· What do I say to a prospect that is already using
another solution?
· What do I say when they have
never heard of us?
· What do I say when they have no budget?
· What do I say when they say
just send me something?
· What do I say when they say we can't give out
information?
· What is an effective structured
message I can use?
· What is the best follow up after leaving a voice-mail?
· What type of e-mail should
I write that will get results?
· What’s the best way to break the ice?
· What’s the best way
to identify the buying influences?
· When and how often should I follow up?
· When are the best times to
call?
· Why should I be doing cold calling?
The big problem today. . .
The big problem today in cold calling on large corporations and
selling business related products and services, is that it is
so hard to get a response. The salespeople are so afraid of cold
calling rejection and overall the cold call effectiveness is
pathetic.
It is a bad situation but it really doesn't have to be
like this. People that have taken our live Cold Calling
sales training workshops have had breakthroughs in all of the
above issues. After taking our live cold call sales training
workshops the participants report the following results:
They are easily able to reach top decision-makers that
can make buying decisions without manipulative techniques and
gaining full trust enabling them to set appointments much easier.
Call reluctance and fear of rejection is dramatically
reduced because the process becomes so much easier and
so much fun. As a result salespeople make many more calls because
they're getting results consistently like they never had before.
Getting past gatekeepers is no longer a problem. In
fact, people learn how to make the gatekeeper their ally, the person
that can help them best in the selling process.
Have you identified with some of the problems of cold calling,
prospecting, making appointments and getting together with top
decision-makers?
Would you like to see the kind of results that we talked
about?
Then please read on.
You've probably attended sales training that explains once
you've had a meeting with the decision-maker or prospect, how
to make a presentation, how to ask questions, how to handle objections,
how to close, etc., etc. However that does not do you any good
if you can't meet with this person in the first place.
This is shown to be the number one issue in selling and
salespeople feel if they could just get in front of more prospects,
more sales would come automatically. In most sales training very
specific detailed techniques are never told. They tell you to
call to the top or to get a referral from someone.
The truth is most sales trainers explain that
so much business comes from word of mouth and that if you get
an appointment then you can apply regular sales techniques. But
that does you absolutely no good if you're trying to reach a
prospect that you know will never call you.
In developing our training over the years we realized
that one of the biggest needs was to learn how to get
in front of decision-makers. Also sales reps needed to learn
how to reduce the call reluctance, eliminate the fear of rejection,
how to get through or work with those gatekeepers and how to
get responses from sales messages.
So we focus on four thoughts in our workshops: how
to use a polite yet respectfully persistent approach, How to
maximize the value of every call, how to get through the maze
of large organizations and how to get all types of appointments.
And there's something else that sets us apart from all the other
sales training out there as well.
Most will talk about theories and ideas and about how
to sell. Even better, some courses will do role-playing
and practice calls. These have a certain amount of use but they
really fall short.
The reason why, is you go back to the phone, and even
though you have the principles, ideas and approaches, you
still haven't had the hands-on experience. Behavioral research
shows that to positively modify behavior, people must actually
learn and practice the behavior in real-life situations.
Although role-playing can help a little bit it really
doesn't help as much as it should. We think sales training
should be much more hands-on. Therefore we do something that
is especially unique. .
This is What it Looks Like in an
Accelerated Sales Training, Inc.
Cold Calling System for Sales Success LIVE Sales & Telesales
Training Workshop:
First we actually get phone numbers and have a live
phone line there in class. Then Ron, from the front
of the room, picks up the phone and calls Fortune 5000 companies
and actually shows how to get through to decision-makers demonstrating
exactly how it is done.
Participants sit there with their mouths open amazed
that they're actually seeing it done before their eyes. People's
jaws literally drop as Ron calls into some of the world's largest
corporations. He demonstrates over and over using a variety of
strategies to show how cold calling doesn't have to be hard and
that it can be fun.
After the call Ron explains more about what he did and
then makes another call using another technique. And
he doesn't do this just one time. He does it literally for the
whole first day.
Each time Ron explains what he did, what happened and what
to do next. Then the day wraps up at 4 p.m. giving your
sales reps time to implement what they've learned. Often at the
end of the day sales reps will get back on the phone and make several
calls implementing what they've learned.
Sales Reps Come Back for the Second Day and We Do Something
that's Even More Outrageous.
He then has actual participants picking up the phone,
calling and mirroring exactly what they've learned the day
before. Now they're calling into their own Fortune
5000 company accounts, working at getting through to decision-makers
and actually getting valuable work done during the workshop.
The best part is that Ron sits right next to them and
coaches them through their calls. We see some pretty
amazing results.
After each person finishes a call, we debrief, discuss
it, get questions and feedback from the audience. At
this point the workshop is at a fever pitch of excitement. People
can't wait to actually do this.
The call reluctance and fear of rejection starts just
melting away. Sales reps see that the very gentle, respectful,
professional way in which these calls are made is something that
they can do. Before you know it they start getting excited to
get on the phone.
