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| Consultative Sales Skills |
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It goes without saying that in sales warm relationships are preferred over cold calls in practically every situation. However, as the economy continues to rebound and the business environment becomes more competitive, your sales force needs to be able to take advantage of every opportunity to generate new leads and new – potentially profitable – business. For this reason, cold calls are better viewed simply as warm relationships that you haven’t made yet. Certainly, cold calls have their own unique characteristics and challenges, but to the account rep that has acquired the necessary sales skills and strategies, cold calling can yield rich, and often immediate, rewards. One of the keys to making successful cold calls is to know how to employ effective interview techniques in order to ask the right questions in the right way at the right time. Asking good questions can reveal important information about your contact’s needs, vision, motivations and unresolved issues which, in turn, can help you qualify that contact and develop a plan that will deliver real value to him.
Warming Up Cold Calls: Effective Sales Skills Anyone Can Use
Our one-day Sales Skills training class, Warming Up
Cold Calls, delivers a simple yet powerful set of effective sales skills
that anyone can use to turn cold calls into warm, loyal customers for
your company. This one-day sales call training workshop is designed to
help new and seasoned sales reps overcome the most common obstacles in
cold calling sales. Employing a highly interactive learning format,
Warming Up Cold Calls combines proven sales methodologies with 21st
century marketing strategies in ways that will help account reps and
senior level sales reps to get beyond that initial cold contact and move
quickly into a warm and constructive interview process. This innovative
sales class relies on a consultative approach to selling, and will equip
you with the skills you need to ask key questions at just the right time
during the sales process. These questions will help you to build bridges
of cooperation, and identify the needs and interests of your potential
new customers. Sales reps who attend this unique sales training event
will use interactive role-plays to practice and apply sales Skills that
are best suited for the special challenges and opportunities provided by
cold calling. Feedback sessions and discussions also allow participants
to learn from the sales experiences of other sales reps. Account and
territory analysis activities are used throughout the day to allow sales
reps to build interview action plans that can be implemented beginning
with their very next contact.
Participants in Warming Up Cold Calls will gain selling skills to:
 | Understand the needs and requirements of different buyer types |
| Know the most important question to ask during the first five minutes |
| Realize that different stages in the sales process require different questions |
| Recognize the most common objections faced during cold calls |
| Use sales strategies to improve their ability to overcome objections |
| Establish rapport and build chemistry during the sales process |
| Build relationships to improve communication and understanding during sales calls |
| Focus on the advantage of long-term value over a simple low price |
| Apply consultative sales skills to determine needs, opportunities and priorities |
| Adjust their sales approach based on buyer conversations |
| Effectively present potential solutions for customer problems |
| Use interview skills to discover opportunities to sell more value |
| Create personal Feature, Advantage, Benefit statements |
| Understand all components of the Selling Process |
| Close a higher percentage of sales opportunities |
Sales Training Seminars
If you need to train a larger sales team or want to
discuss a more comprehensive sales training program, we also provide
on-site private,
fully customizable sales training. These workshops can be tailored
to your particular needs and delivered in your offices or at off-site
locations. 
For free, no obligation information on how we can help you please contact us today.
