Cold Calling
About Cold Calling
Cold calling is the practice of approaching potential clients who have never spoken to the salesman making the call and asking for their business. It is an effort to persuade prospective clients to buy the salesperson's item or service.
Why is Cold Calling important?
Cold calling is a great way to train, especially for novice sales representatives. It enables you to repeatedly rehearse your sales pitch until it is polished. It can also be beneficial once you've had a few chats with potential customers because you'll be able to get real-time feedback and modify your pitch as necessary.
Who should take the Cold Calling Exam?
- Anyone in business-to-business (B2B) sales who wants to increase the efficiency of their phone prospecting should take this course.
- Telesales managers, senior executives, executives
Cold Calling Certification Course Outline
- Overview of cold calling
- What is a salesperson's talent?
- Getting over the Fear
- Why have an elevator pitch?
- Five pitch must-haves and FAB
- Dealing with the gatekeepers
- Who they are, and their role
- Be nice but creative
- Script and Structure
- Opening and hook
- Bridge and qualifying
- Closing advice on scripts and structure
- What is BUNTA?
- Open questions
- How to deal with rejection and objection
- Getting around it and types of no
- Peel the onion
- Feel, felt, found
- Wrap up and ask why
- My best source of leads
- Relationships, CRM, and permission