Advance's Cold Calling Sales Module

Advance's cold calling sales module describes how some simple techniques and knowledge of the process can turn a cold call into a cool one.

Cold calling is the sales process of approaching prospective customers or clients—typically via telephone, by email or through making a connection on a social network—who were not expecting such an interaction. The word "cold" is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person. A cold call is usually the start of a sales process generally known as telemarketing.

Cold Calling is a tough business.  It is time consuming, can be stressful and gets a low hit rate. This course describes how some simple techniques and knowledge of the process can turn a cold call into a cool one – it will never be warm!

It is extremely challenging to connect with busy decision makers. And that many companies don’t even accept cold calls from sales people. However, that doesn’t mean cold calling is dead.

It takes hard work, effort, and discipline.

Advance’s path breaking course on ‘Cold Calling Techniques’ definitely makes the journey smoother and better. It’s very systematic and process oriented. You will be able to feel the difference within 30 days!

Learning Outcomes

• Recognise the importance of territory research to screen and select interested prospects.
• Determine the role of the marketing function and other mechanisms for assisting prospecting activity.
• Compose an effective slogan to introduce yourself to a prospect.
• Understand the techniques that are used to secure meetings with senior executives over the telephone.
• Ask and answer questions confidently.
• Understand the techniques that are used to secure meetings with senior executives over the telephone.
• Understand the behaviour of senior executives and how to deal with them when cold calling.
• Understand what to say when leaving a voice mail.
• Sequence the process involved in leaving effective voice messages.
• Follow up voice mail with other calls to action.