Cold Call Training and Sales Training by AST, Inc.

Are you a VP of Sales, Director of New Business Development, or Sales Manager that needs cold calling training, telesales training or live sales training to expand your market share by developing new business, cold calling and selling into a Fortune 1000 companies, educational institutes or governments?

Do you have experienced or new telesales or inside sales reps or a field sales team who cold call to sell business to business related products and services?

Do your inside sales and field sales reps know what to say word for word to reach decision makers?

What would setting up a significant number of increased, face-to-face, web demos and phone appointments and time and date specific action steps with Decision Makers, be worth to your organization in terms of increased sales and a shortening of your sales cycles?

If so, are any of these cold calling scenarios familiar to you or you might have found that the following situations are common when your reps are making cold calls:

Are your salespeople having a hard time cold calling and reaching decision-makers and setting appointments?

Are you finding that they are suffering from cold calling reluctance and fear of rejection decreasing their overall call and sales productivity?

Are they are getting into an endless loop of voice mail with absolutely no results?

Are your reps facing any of these challenges or asking any of these questions?

· How can I get the other person to talk?
· How can I speed up the sales cycle process?
· How do I build trust in person I am conversing with on the phone?
· How do I create a value statement with impact?
· How do I deal with voice-mail?
· How do I differentiate myself from all the other reps?
· How do I engage a C- level?
· How do I find a way past the constant rejection?
· How do I find the right person?
· How do I get them on the phone and work up front to qualify?
· How do I get to the right person?
· How do I handle Caller ID?
· How do I keep the prospect on the phone?
· How do I know I have the right person?
· How do I obtain their e-mail address?
· How do I stop from being pigeon holed?
· How do I use these complex phone systems?
· How do I work with gatekeepers, personal or executive assistants?
· How much time for pre-call research?
· How to do I transition to action once on they’re on the phone?
· What do I do when the assistant says they not interested?
· What do I need to do to get more information out of people?
· What do I say to a prospect that is already using another solution?
· What do I say when they have never heard of us?
· What do I say when they have no budget?
· What do I say when they say just send me something?
· What do I say when they say we can't give out information?
· What is an effective structured message I can use?
· What is the best follow up after leaving a voice-mail?
· What type of e-mail should I write that will get results?
· What’s the best way to break the ice?
· What’s the best way to identify the buying influences?
· When and how often should I follow up?
· When are the best times to call?
· Why should I be doing cold calling?

The big problem today. . .

The big problem today in cold calling on large corporations and selling business related products and services, is that it is so hard to get a response. The salespeople are so afraid of cold calling rejection and overall the cold call effectiveness is pathetic.

It is a bad situation but it really doesn't have to be like this. People that have taken our live Cold Calling sales training workshops have had breakthroughs in all of the above issues. After taking our live cold call sales training workshops the participants report the following results:

They are easily able to reach top decision-makers that can make buying decisions without manipulative techniques and gaining full trust enabling them to set appointments much easier.

Call reluctance and fear of rejection is dramatically reduced because the process becomes so much easier and so much fun. As a result salespeople make many more calls because they're getting results consistently like they never had before.

Getting past gatekeepers is no longer a problem. In fact, people learn how to make the gatekeeper their ally, the person that can help them best in the selling process.

Have you identified with some of the problems of cold calling, prospecting, making appointments and getting together with top decision-makers?

Would you like to see the kind of results that we talked about?
Then please read on.

You've probably attended sales training that explains once you've had a meeting with the decision-maker or prospect, how to make a presentation, how to ask questions, how to handle objections, how to close, etc., etc. However that does not do you any good if you can't meet with this person in the first place.

This is shown to be the number one issue in selling and salespeople feel if they could just get in front of more prospects, more sales would come automatically. In most sales training very specific detailed techniques are never told. They tell you to call to the top or to get a referral from someone.

The truth is most sales trainers explain that so much business comes from word of mouth and that if you get an appointment then you can apply regular sales techniques. But that does you absolutely no good if you're trying to reach a prospect that you know will never call you.

In developing our training over the years we realized that one of the biggest needs was to learn how to get in front of decision-makers. Also sales reps needed to learn how to reduce the call reluctance, eliminate the fear of rejection, how to get through or work with those gatekeepers and how to get responses from sales messages.

So we focus on four thoughts in our workshops: how to use a polite yet respectfully persistent approach, How to maximize the value of every call, how to get through the maze of large organizations and how to get all types of appointments. And there's something else that sets us apart from all the other sales training out there as well.

Most will talk about theories and ideas and about how to sell. Even better, some courses will do role-playing and practice calls. These have a certain amount of use but they really fall short.

The reason why, is you go back to the phone, and even though you have the principles, ideas and approaches, you still haven't had the hands-on experience. Behavioral research shows that to positively modify behavior, people must actually learn and practice the behavior in real-life situations.

Although role-playing can help a little bit it really doesn't help as much as it should. We think sales training should be much more hands-on. Therefore we do something that is especially unique.

This is What it Looks Like in an
Accelerated Sales Training, Inc.
Cold Calling System for Sales Success LIVE Sales & Telesales Training Workshop:

First we actually get phone numbers and have a live phone line there in class. Then Ron, from the front of the room, picks up the phone and calls Fortune 5000 companies and actually shows how to get through to decision-makers demonstrating exactly how it is done.

Participants sit there with their mouths open amazed that they're actually seeing it done before their eyes. People's jaws literally drop as Ron calls into some of the world's largest corporations. He demonstrates over and over using a variety of strategies to show how cold calling doesn't have to be hard and that it can be fun.

After the call Ron explains more about what he did and then makes another call using another technique. And he doesn't do this just one time. He does it literally for the whole first day.

Each time Ron explains what he did, what happened and what to do next.Then the day wraps up at 4 p.m. giving your sales reps time to implement what they've learned. Often at the end of the day sales reps will get back on the phone and make several calls implementing what they've learned.

Sales Reps Come Back for the Second Day and We Do Something that's Even More Outrageous.

He then has actual participants picking up the phone, calling and mirroring exactly what they've learned the day before. Now they're calling into their own Fortune 5000 company accounts, working at getting through to decision-makers and actually getting valuable work done during the workshop.

The best part is that Ron sits right next to them and coaches them through their calls. We see some pretty amazing results.

After each person finishes a call, we debrief, discuss it, get questions and feedback from the audience. At this point the workshop is at a fever pitch of excitement. People can't wait to actually do this.

The call reluctance and fear of rejection starts just melting away. Sales reps see that the very gentle, respectful, professional way in which these calls are made is something that they can do. Before you know it they start getting excited to get on the phone.