Successful Cold Calling- Evening Masterclass- Newcastle
In one evening, learn from the North East’s leading Cold Calling Expert on how to sell more, stay motivated and move ahead of your competition.
In my ‘Cold Calling Evening Masterclass you are guaranteed to improve your confidence and performance. I will teach you how to master the art of successful cold calling, with practical techniques, tips and strategies to help you smash your sales.
My Cold Calling programme is designed to inspire you with skills and techniques to make more calls and win more business instantly.
You will learn how to…
- Eliminate the fear of cold calling
- Gain confidence when using the telephone
- Stand out from your competition
- Manage ‘gatekeepers’ and ‘screeners’ with ease
- Handle objections such as ‘I’m not interested’
- Master questions to effortlessly close the sale
- Let go of limiting beliefs and start selling
- And much, much more…
Book your Cold Calling Evening Masterclass place now
I have used my practical experience to:
- Train over 250 organisations
- Recieve an average rating of 9.7 out of 10
- Inspire over 2000 attendees to improve their sales skills
Make sure you don’t miss out on the opportunity to spectacularly improve your results…..
Early bird cost per delegate is only.… £10 (plus VAT)
Normal Price £25 — Price goes up 14th May!
Incredible Customer Reviews:
I found your workshop incredibly informative, interesting and very worthwhile. Your enthusiastic approach and style of teaching made the day whizz by and ensured everything you taught us really stuck.
The biggest compliment I can give you is to tell you that following my attendance on the course, I have secured meetings with five prospective new clients! So thank you very much
Lydia Owen – OSP Heathcare
Very useful, made me think and strip down what I usually ask and how I usually deal with clients and their objections. Lots of interesting tools to take away and implement.
Claire Hughes – Yandell Media
Very interesting and engaging course with many practical and useful ideas to try out. Increased confidence in my own methods and restored my faith in the merits of cold calling.
Kevin provided the course in an enthusiastic and entertaining manner and I found him to be incredibly helpful and interesting. Would definitely attend another Touchstone course.
Lauren MacMillan-Warren – Sapphire Consultants
Book your Cold Calling Evening Masterclass place now
A Positive Attitude is Foundation For EVERYTHING
People are (or not) attracted to other people based on their attitude. You create the foundation for a positive attitude by your thoughts and actions at the start of the day.
A positive attitude is the foundation for your whole life:
- It’s the mood your in when you wake up
- It’s the mood your in when you talk to you partner.
- It’s the mood your in when you talk to your children
- It’s the mood your in when you get to work
- It’s the mood your in when you talk to your customers
What’s your mood like everyday?
Attitude is about being in a great mood, not about being moody.
Go the extra mile
A man and a young teenage boy checked in to a hotel and were shown to their room. The two receptionists noted the quiet manner of the guests, and the pale appearance of the boy. Later the man and boy ate dinner in the hotel restaurant. The staff again noticed that the two guests were very quiet, and that the boy seemed disinterested in his food. After eating, the boy went to his room and the man went to reception and asked to see the manager.The receptionist initially asked if there was a problem with the service or the room, and offered to fix things, but the man said that there was no problem of that sort, and repeated his request.
The manager was called and duly appeared. The man asked to speak privately and was taken into the manager’s office.
The man explained that he was spending the night in the hotel with his fourteen-year-old son, who was seriously ill, probably terminally so. The boy was very soon to undergo therapy, which would cause him to lose his hair. They had come to the hotel to have a break together, and also because the boy planned to shave his head, that night, rather than feel that the illness was beating him.
The father said that he would be shaving his own head too, in support of his son. He asked that staff be respectful when the two of them came to breakfast with their shaved heads. The manager assured the father that he would inform all staff and that they would behave appropriately.
The following morning the father and son entered the restaurant for breakfast.
There they saw the four male restaurant staff attending to their duties, perfectly normally, all with shaved heads.
Now, I don’t expect you to shave your hair off for your customers, but how vitally important is it that we show the customers that they are important to us. How can we do this?
Get a pen and paper and write down some ways you can go the extra mile.
Here are some examples:
– Rather than give your customer another number to call – do a warm call transfer.
-Rather than just telling your customer where to find something, walk them to it.
-Ask if there is anything else you can do for your customer.
-Remember their name
Give your customer the best possible experience and they will be wanting to shave their heads for you!
So what?
‘Good afternoon my name is Kevin. I’m calling from Touchstone Sales Academy the North East’s leading experts on sales training. We’ve worked with companies such as HSBC bank, Ward Hadaway Solicitors, Thorn Lighting.’
STOP! So what? Does your prospect care? Many people make that huge mistake- talking about themselves. Propects don’t care what you do, they only care about how you can help them. So answer that question (so what?) and give your prospects what they want!
Let go of your banana……
I would like to relate to you a story that I use in my training courses- it’s called ‘The Monkey and the Banana’.
You have probably heard about a rather interesting method they sometimes use when trappers use to catch a monkey for the zoo. They place a cage in the jungle, inside of it a bunch of bananas. A monkey then comes along, see’s the banana, grabs it- but can’t get it out. No matter how hard he tries; he can’t pull his hand through the rungs whilst still holding the precious banana.
The trappers then come along and take the monkey away. If you were standing in the jungle, watching all of this happen, you would probably yell in exasperation ‘Let go of the damn banana!’
We can be like this when it comes to our attitude in business. We let our stubborn habits, and methods prevent us from moving on- even if doing so will help us.
What can I change first? You can start off by changing yourself. What’s your attitude like when you come into work? Do you wow your customers? Do you turn complaints into compliments?
Or do you just get on with it, it’s not really anyone’s job to wow.
Try some of these small changes to the way you treat your customers:
Make them come back
‘How do I keep my customers coming back?’. Easy. Make them want to come back.
I’m going back to France this year, why? Because from start to finish it was one of my best holidays- and I want to experience it again. Create an atmosphere where the customer from start to finish has the best experience- so much so that they want to experience it again.
I just recently bought some more data for my clients from a company called CorpData. From the start I was treated with excellent customer service in the way that they answered my calls, processed my orders and dealt with my queries. To top it all off I’m always very pleased to find a box of homemade fudge (my favorite) in my letter box, thanking me for my order.
‘How do I keep my customers coming back?’
- Make them feel valued
- Show them you care
- Stand out as different
- Make memories for them
Do this and you are sure to make your customers hungry for more.
Willing to help
I don’t know, just a second, we can’t do that. NO! Customers don’t want to hear what you can’t do. Rather than focus on what you can’t do – show them how your willing to help.
Follow this negative to positive table when dealing with inbound inquiries.
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I don’t know
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That’s a good question. Let me check and find out. Are you okay to hold? |
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Just a second
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It may take me a few minutes to get that information are you okay to hold? |
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We can’t do that
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That’s a tough one let me see what I can do. |
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You’ll have to
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Here’s how we can help. |
The Humble Approach- Part 2
Joe begins the next day with significantly less motivation. What did he do wrong?
He sat down at his desk, pen to hand, and devised a list of how he could have improved- here’s what he came up with.
- Talked about himself- The classic mistake of ‘sales emails’ they all talk about what your company has achieved and never seem to talk about how you can help the customer.
- Offered solutions without identifying problems- I just presumed that the customer had problems- but only offered the solutions. Customers want me to show directly how I can help them.
- Sent a barrage of information- ‘Blah blah blah’ to much information puts the customer off- keep my emails brief and to the point.
- Used an assumptive close- Customers like me to let them decide not for me to tell them what to do.
- Didn’t think about what the prospect wanted- I only talked about himself and didn’t once mention the customer.
- Didn’t care?
With the list composed Joe again began to use all of his energy, resources and knowledge to compile another email.
Here’s what he came up with:
Dear X,
I’m not sure if you can help me, but if you could possibly point me in the right direction.
Would you happen to know who in your organisation would be responsible for solving any software issues, specifically dealing with back office software?
I’m with North Software Ltd. and we specifically help companies solve these types of issues.
Any help you could provide would be very gratefully appreciated.
Warmest Regards,
Joe Johnson
Productivity Consultant
North Software Ltd
With a bit more apprehension Joe sent out the email. Within the next few minutes his inbox began filling up with replies from people asking for his help, or giving him names of people he should speak to. He even had someone sending him an outlook invite, asking him for a meeting with them to discuss this in more detail.
Joe was in shock- he had never generated such an amazing response. People were more than happy to help, and even if they weren’t interested they responded in such a polite manner- as if he was doing them a favor.
Joe began to comply a list of how to write a successful email:
- Start off by asking for help- This email gives the reader a chance to either tell the sender that he has reached the right person or to refer him on to someone else.
- Talk about the customer- In other words, the email is about the receiver, not the sender. Also we don’t mention any demonstration because problems must always come first, and solutions later.
- Warmth and appreciation- motivates the person to respond and humanizes the approach.
Joe learned that customers don’t care what we do they only care about what they are left with after we’ve done it. Focus on the customer and their problems- and they’ll ask you for help.
You don’t want to have to Google the customer, you want the customer to Google you.
Name
Name. A word or phrase that constitutes a distinctive designation of a person, place, animal, plant, or other object. “Name” can mean a person’s reputation or the person himself.
A name to a client is the most sweetest sound he could ever hear- so use it when you speak to them.
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