Mastering Cold calls

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Introduction

The hiker was getting cold, so he decided to stop for the night and build a campfire. He carefully gathered just the right kindling and formed the structure to build the fire. He lit his last match and carefully placed it beneath the sticks and paper. Fanning the small flames he grinned as he slowly saw the fire begin to engulf the sticks. Before long he sensed the warmth, and was careful to keep the small flame going. Soon his cold hands were warm, and he was relieved that he had been able to light the fire using his last match.

Cold calls are a lot like this. A sales professional usually has one striking opportunity to spark interest in the prospect.


Learning Outcomes

  • How to prepare for a professional cold call?
    • Why you should set a schedule for cold calling?
    • How to organize your workspace?
    • Techniques to help you target your customers
    • Ways to go directly to the decision maker
  • How to develop a winning mindset for cold calling?
    • How to establish and maintain credibility?
    • Ways to prepare for the no answer
    • Why you should be glad when you get a no answer?
    • Why it’s important to deliver more than you promise?
  • Ways to improve your effectiveness at handling cold calls
    • How to prepare and deliver a 30-second opening statement?
    • What questions to ask to discover a prospect’s unique needs?
    • How to respond appropriately to concerns?
    • How to encourage and ask for referrals?
    • Methods for following up and assuring customer satisfaction

You have to start some place, and most of the time, that’s a cold call. You have only one chance to make a positive first impression, so you want to make the most of the opportunity.

How can you present yourself the very best way in those first few seconds?

What approach will open the door with a new prospect?

Learn the basics that will put you well on your way to mastering cold calls.

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