Does the idea of prospecting on the phone make your salespeople anxious?
Attention Sales Managers: Give Your Team Confidence Finding New Opportunities on the Phone
Cold Calling Success©
Did you know there’s training to help Australian account reps, territory managers, internal and outbound sales people eliminate call reluctance? Now you do!
Salespeople won’t make new sales if they can’t reach prospects; and the fastest way to create new opportunities is to pick up the phone!
Despite what you’ve been told, cold and warm calling has always been the easiest, fastest and most cost effective way for salespeople to find new leads and create high-value sales opportunities.
This proven cold calling training course will help anyone in sales to prospect better over the phone and move each conversation forward…. guaranteed or the training is free.
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Attention Sales Managers: Does your sales team need to reach out to more prospects and find new business opportunities?
Having the confidence to add warm and cold calling into a salesperson’s daily or weekly activities will help start more new sales conversations and get them in front of more prospects – faster!
After all, if prospects aren’t calling you, then your salespeople need to find them and reach out to them.
Australia’s most successful small to medium-sized sales teams use cold calling to expand their businesses, and you ought to do the same. You might be asking, why is cold calling still a successful strategy for reaching out and communicating with new prospects and customers?
First off, a quick phone response enables a sales person to quickly determine whether a prospect is worthwhile of pursuing. Second, emails are easily filtered out, deleted, or marked as spam (or, if opened, disregarded since they have the “mass email” vibe). Thirdly, senior and more experienced decision-makers are often more favourable to a phone call rather than email.
- Learn how to prepare yourself for cold calling success.
- How do develop a confident and persuasive voice.
- Discover how to clearly articulate the reason for your call.
- Understand why prospect’s object and the countermeasures to progress the conversation forward.
- Develop the best rituals for making time to cold call whether from home or the office.
Cold Calling Success© Course Outline - Here's What You'll Learn
Sales are the lifeblood of any business, and cold calling is the fastest way to find new opportunities, ‘qualify’ prospects, set up sales meetings and close more sales. During this one-day session, sales teams will learn how to eliminate call reluctance and start finding new sales opportunities by making more cold and warm telephone calls to past and new prospects.
TAKE THIS TRAINING ONLINE (SELF-PACED), LIVE VIA ZOOM, OR AS AN INHOUSE TRAINING COURSE
Why Cold Calling Is Still the Fastest Way to Get Known, Make Connections and Close Sales
- Lesson 1: Nothing Happens in Business Until Someone Sells Something, So Where Will You Find New Sales Opportunities?
- Lesson 2: Why Cold Calling is Still the Fastest and Easiest Way to Create New Business Opportunities.
- Lesson 3: How to Easily Incorporate Warm and Cold Calling into Your Weekly Activities.
It’s All in Your Mind
- Lesson 1: Why Do Many Sales Professionals Fear Picking Up the Phone and Making Cold Calls?
- Lesson 2: How to Instantly Change Your Mindset and Overcome Any Fears of Cold Calling ‘Strangers’.
- Lesson 3: Practical and Fast Mindfulness Techniques to Use at Your Desk to Help Create a Fearless Mind and Positive Attitude Towards Prospecting on the Telephone.
Developing a Workable Cold Calling Strategy
- Lesson 1: You’re NOT too Busy! How to Quickly and easily Incorporate Warm and Cold Calling into Your Weekly and Daily Schedule.
- Lesson 2: There’s More to Warm and Cold Calling Than Just Picking Up the Phone and Talking.
- Lesson 3: How to Quickly Master the Simple 6-Step Cold Calling Sequence for Creating New Business Opportunities.
- Lesson 4: Setting Realistic Daily, Weekly and Monthly Warm and Cold Calling Objectives. How Many Calls Should You Realistically Be Able to Make in a One-Hour Time Block?
- Lesson 5: Discover the Best Days of the Week and the Specific Hours of the Day to Make Warm and Cold Calls.
Writing a Powerful Cold Calling Introduction Script that Includes a Compelling “Opening Value Proposition” to Get Any Prospect’s Attention
- Lesson 1: Why Should a Prospect Listen to You When You Call Them and How to Stop Them in Their Tracks, So They Listen To What You Have to Say.
- Lesson 2: Why You Need to Write a Cold Calling Script (and Don’t Just Try and “Wing it”).
- Lesson 3: Breaking Down a Cold Calling Script. What Are You Trying to Achieve on Your Cold Call to a Prospect?
- Lesson 4: Let’s Craft a Powerful Cold Calling Script and a Memorable Introductory “Value Proposition” for Your Prospects.
- Lesson 5: How to Use Your Script, So You Never Sound Like You’re Reading from a Script.
Why Your Voice is the Secret Sauce for Sounding Credible and Getting Your Prospect’s Attention on the Phone
- Lesson 1: Why the Sound of Your Voice, Your Energy and Tonality is Critical to Get a Prospect’s Interest and Attention.
- Lesson 2: How to Improve Dramatically the Sound, Timbre, Tone and Confidence of Your Voice – Even if You Don’t Like the Sound of Your Own Voice.
Ready, Set Go. Speaking to The Gatekeeper First
- Lesson 1: Why You Shouldn’t See Receptionists and Office Staff as the ‘Bad Guys” When You Make Cold Calls.
- Lesson 2: Learn Unique Ways to Introduce Yourself to a Prospect’s Receptionist or Gatekeeper, So That They Take You Seriously (and Not as a Telemarketer).
- Lesson 3: How to Introduce Yourself to a Gatekeeper (That Leaves a Positive and Memorable Impression).
- Lesson 4: What You Can Say if a Receptionist Seems Overly Protective or is Reluctant to Help You.
- Lesson 5: Other Ways to Get Around a Receptionist When All Else Fails.
- Lesson 6: Why You Should Always Accept Leaving a Voicemail if the Prospect is Unavailable and What to say to the Gatekeeper.
How to Leave Persuasive and Proactive Voicemails to Prospects
- Lesson 1: Why Leave a Voicemail and Not Just Call the Prospect Back Later?
- Lesson 2: You’ve Got Less than 30 Seconds; What You Need to Say (and What Not to Say) on Your Voicemail.
- Lesson 3: Examples of Highly Effective Voicemail Messages.
Talking to the Prospect
- Lesson 1: What to Say to a New Prospect Within the First Few Seconds that Makes You Sound Professional, Credible and Piques the Prospect’s Interest in Talking to You.
- Lesson 2: Opening Power Questions that Reduce a Prospect’s Resistance and Gets Them to Warm Up and Open Up to You.
- Lesson 3: More Questions to Use that Help to Qualify if the Prospect is a Good Fit for Your Products or Services.
- Lesson 4: Why You Shouldn’t Take Up Too Much of a Prospect’s Time, and How to Suggest Going to the Next Stage.
- Lesson 5: What is the Next Stage of the Call? Your Options for Progressing the Conversation Further With Samples, a Meeting, or a Webinar [Intro].
Moving the Conversation Forward
- Lesson 1: What is the Next Stage of the Call? Your Options for Progressing the Conversation Further with Samples, a Meeting, or Invitation to a Webinar [Continued].
- Lesson 2: How to Get Agreement with Your Prospect About What You Would Like as the Next Step.
- Lesson 3: End the Call on a Positive Note and Tell Them What You’re Going to Do Next.
Handling Possible Objections
- Lesson 1: Why Do Prospect’s Raise Objections at this Stage of the Cold Call?
- Lesson 2: What Are the Most Common Objections You’ll Receive During a Cold Call.
- Lesson 3: The Best Countermeasures to Use with the Most Commons Objections a Prospect Might Raise With You.
- Lesson 4: Once You’ve Managed Their Objections it’s Time to Move the Conversation Forward.
- Lesson 5: Does “No” Always Mean No? How to Make One Final Effort to Leave the Door Open for the Future.
- Lesson 6: But What if This is a Really Important Prospect? What to Do if Their Answer is No.
Following Up After Your Calls
- Lesson 1: Why You Must Create a Follow Up Sequence to Maximise Your Cold Call Efforts.
- Lesson 2: Examples of Simple Prospecting Follow-Up Sequences.
- Lesson 3: How to Schedule Prospect Follow-Ups and Call Backs.
- Lesson 4: Where to Save All of the Information You’ve Been Collecting.
Wrapping Up This Training
- Lesson 1: Final Recap and Thank You.
- Lesson 2: Print and Download Your Personalised Certificate.
Gain Some Brilliant Sales and Cold Calling Skills Here.
Getting permission before going further into a cold call is crucial, and once you’ve got the go-ahead from your prospect, it’s time to make your conversation engaging.
If you’ve been cold calling for any length of time, you already know that one of the most common objections we receive from prospects is the, “We already use someone” objection.
In most cold-calling situations, you typically interact with a gatekeeper, whether it’s the company receptionist or an executive assistant.
The Wall of Love
For over 27 years, we’ve been training and developing thousands of organisations across Australia just like these clients.
Would you like us to help your salespeople improve, develop and grow their cold calling and sales skills this year, too?
What Others Are Saying
Have You Watched the Free Training Session Yet?
WATCH THIS FIRST
What You Need to Know
FREE COURSE
Take a Free Cold Calling Session
and Get a Copy of Our Brochure
Frequently Asked Questions
Here is a list of some of the most common questions we get asked about this course. Feel free to email us if you have
other questions that aren’t listed here. We will respond to you within several hours of receiving your message.
This course has been designed for sales representatives, territory managers, account managers, business development managers and internal sales representatives – who need to find additional business opportunities and sales by reaching out to new prospects.
This cold calling training takes approximately 2 hours to complete online.
When we deliver this at your location or as part of a conference, this training usually takes half a day. The extra time is taken up with additional activities, questions, customisation to your products and services and practice.
Please see the 13 modules (above) that explain the logical sequence of everything that is covered during the training.
Yes.
- If you decide to take the self-paced, online learning option for your team, we include a follow-up coaching session to help you implement everything you learnt during the training and how to apply it within your sales team.
- If you choose the live, Zoom training option (if your sales team is dispersed across Australia), or the in-house training option (having everyone together in one room, say for a sales conference), we will work with you before the program to tailor the training around your industry, organisation, prospecting a new business goals.
All participants receive:
- A comprehensive workbook.
- Reference cards.
- Cold calling scripts templates.
- Email templates.
- Motivational posters.
- Access to professional develop sales portal with downloadable mp3 audio files.
There are several ways to save money when booking this training. We’ll discuss these options with you when we start a conversation.
Everything you see on this page is available in 3 training versions:
- Online, self-paced learning. Participants will have a set timeframe to access the training.
- Online, live, Zoom training. If it’s not possible to bring all of your sales team together (from across your state or Australia) for this training, we can deliver this training live online using either Zoom or MS Teams. *This will be highly interactive online session, and participants will be expected to have their webcams on, as well as, actively participate by answering questions and undertaking specific activities, including completing the workbook.
- Inhouse, live. This training is perfect if your sales team are coming together to attend a regular sales meeting or sales conference. We can deliver this training on your premises, or a local or interstate conference location.
Participants will enjoy actively participating in this hands-on, highly supportive training course. We realise that cold calling might be a bit of a “Boogeyman” for some sales professionals, so everything about this training is designed to take away any reservations, fears or apprehensions about picking up the phone and calling prospects.
Your people will be given the opportunity to practice everything they are learning While being offered supportive feedback. They’ll leave the course with a packet of prewritten scripts as well as email templates that they can use from the very next day.
This is all too often a common occurrence, where sales professionals who are expected to look for new business opportunities through cold calling are reluctant to do so. This is usually because the sales people have never received the right training to learn how to do it in a non-confrontational way. Warm and cold calling doesn’t have to be difficult or scary if your people learn a practical system to incorporate it into their regular weekly work practices.
We promised by the end of the session, the majority of your sales team will feel a whole lot more comfortable and interested in making warming cold calls. This training takes the “scared” factor away.
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