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Are
developing new business, cold calling and prospecting giving
your telesales, inside sales or field sales team trouble?
Are you a sales manager that needs cold
calling training, telesales training or 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 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:
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Are your salespeople having a hard time cold calling
and reaching decision-makers and setting appointments?
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Are you finding that they are suffering from cold
calling reluctance and fear of rejection decreasing their
overall call and sales productivity?
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Are they are getting into an endless loop of voice
mail with absolutely no results?
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.
Our business philosophy focuses on using a
polite, respectful and persistent informational "understanding
comes before selling" strategy. The key
concept is to gain a better grasp of the needs, challenges
and problems facing prospects and customers today before
trying to sell a solution.
This non-threatening, informational approach
enables prospects to be less defensive and share more
information that is valuable. The focus is
on fact-finding and information gathering using an
intelligent, yet simple, repeatable process. This proven
process consistently uncovers business opportunities;
helps identify and map out all the buyers, influencers
and stakeholders within an organization. Then, using
the information gained, face-to-face meetings, online
demos or phone appointments are set.
We sold
more during the demo calls than we invested in the
training. Now that is ROI!
Its been about seven weeks since the training and
I've seen a clear and positive difference in the
way we sell and the way we think. I've
participated in a lot of training in my career,
but I've never seen a program that impacted performance
so directly. The workshop clearly
exceeded our expectations.
Tom Brooksher, President
NCTI
Your company’s product and marketing literature
forms the basis of a customized live cold calling sales
call training workshop. During the workshop,
your salespeople actually work on winning business
at company accounts by making live calls into those
accounts. Each salesperson also gets their own detailed,
100-plus page, training workbook, jam packed full of
exercises, scripts, usable forms, checklists, reminder
systems and sales and marketing resources.
I was a bit skeptical at first,
but once the training began and Ron got on the phone
with OUR clients
and prospects, I became
a believer. His techniques are easy
to understand, make a lot of sense and are simple to
implement.
Chris Chapin, Regional
Vice President VAR/Telesales
Allen Systems Group, Inc
About Ron La Vine
Ron S. La Vine, MBA, President and founder of Accelerated
Sales Training, Inc., has been in sales and sales management
for over 35 years. Accelerated Sales Training specializes
in working with business-to-business salespeople--both
inside and outside--who conduct cold calling over the phone
into the Fortune 500 and large organizations such as local
and state schools, universities, hospitals and local, state
and federal government.
Each workshop is designed to deliver practical,
time-tested, live sales call training, where
participants begin showing results from the very next
time they get on the phone. Participants love the “live
calls”
into their own accounts. Ron demonstrates low-pressure,
easy-to-learn and use, customer-oriented techniques, ideas
and processes.
My reps have made tremendous progress
just within the past week regarding the concept that
you taught them. My new reps along with my seasoned
ones are now applying
your training methodologies and making great strides.
Ted Guthrie, VP of
Sales
Baan Company
He works with hundreds and hundreds of salespeople
each year, helping them to learn how to get more business
while working over the phone. Ron provides sensible,
how-to ideas and processes that help salespeople use
the phone more effectively to cold call, prospect, sell
and service accounts, without fear and rejection.
These how-to ideas, articles and tips appear regularly
in the print and electronic media. Ron has written numerous
articles and has been written about in a variety of magazines
and professional sales and marketing industry-related newsletters,
including SellingPower, Sales
and Marketing Management Magazine, Selling Radio, Entrepreneur
Magazine, Inc. Magazine, Entrepreneur.com, BuyerZone.com,
USA Today, BusinessKnowHow.com and Sales, Advertising and
Marketing Magazine, Investors’ Business Daily, to
name a few.
CYRANO was
extremely impressed with the Cold Calling System
for Sales Success - so impressed that after Ron
conducted the initial workshop for our inside
sales team, I asked the rest of our sales team
to rearrange their schedules and attend the workshop
as soon as possible. Without
hesitation, I recommend it for both experienced
and entry-level sales people. It's a tremendous
motivator.
Sean Charito, VP of Sales
CYRANO
Ron holds Accelerated Sales Training, Inc.’s Cold
Calling System for Sales Success - Live Cold Call
Sales Training Workshops worldwide.
Ron has trained thousands of sales reps using live
cold calling for clients such as Agilent Asia Pacific,
ASG, CA, EDS, IBI, Informix, iWAY, LRS, MeadWestvaco,
Merant, Micro Focus, NCTI, Platinum, Serena, Software
AG, SAS, Sterling Software's ADD, DID, OMD, SMD,
VMD Divisions, plus over 60 more technology
& non-technology related firms.
Ron has delivered live cold calling hands-on workshops
in Australia, Canada, England, France, Hong Kong, Ireland
and the USA.
Cultures trained included sales reps from Australia, Austria,
Belgium, Canada, China, Denmark, England, Finland, France,
Germany, India, Ireland, Italy, Korea, Luxembourg, Malaysia,
Netherlands, Norway, Philippines, Singapore, Sweden, Switzerland,
Thailand and all across the USA.
Your techniques are easy
to follow and simple to implement. My team members
have already told me how they were able to make
progress very quickly. In short, you have changed
the way we conduct business on the phone and
have also provided us with insight into how we
do business in person.
In the past, I have attended other sales training programs, but
this is the only one that I was truly happy to have
paid for. The results were fast, the
content effective, and our employees were left confident
and with direction.
I would absolutely recommend your class to any organization!
Please feel free to use me as a reference at any time.
Matthew Wallace,
Vice President of Sales
Dataspace, Inc.
Ron’s degrees include a Bachelors degree in Management
Theory and Practice from California State University, Northridge,
and a Masters degree in Business Administration, with an
emphasis on Marketing and Organization Development from
CLU University.
Over the past month our
Call Center has tripled their lead generation
performance, and our Inside Sales group has doubled
their results in setting qualified appointments.
It is my belief that the Accelerated Sales Training
training played a significant role in this increase
in performance.
Bottom line is that your training left a very positive
impact on the group.
Charlie Simmons,
SVP -
Inside Sales and Call Center
divine, inc.
Ron’s experience includes calling on well over 3000
different corporations, organizations, local, state and
federal government entities, universities and hospitals,
including over 95% of the Global 2000 for their clients,
during his live cold calling sales training workshops.
Ron is a member of the American Society for Training and
Development. He is a past professional member of the National
Speakers’ Association, Sales and Marketing Executives
International, Association of Independent Information Professionals,
the Society of Competitive Intelligence Professionals and
the Information Technology Association of America.
Now read more of what some of our past participants
have said about the "Cold Calling System for Sales Success
LIVE Sales Training Workshops" by clicking
here.
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