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Cold Calling for Appointments
300+ slides and lectures, only $49.95

Building an effective cold calling program takes more than a telephone and a $10/hour script-reader. It takes an understanding of why a busy executive would grant an appointment, knowing how to ask good questions, and effective execution.

At LeadGen.com we can teach you how to put together a cold calling program that works - one that will get you in the door with qualified prospects who need your company's products or services, and who want to talk with you about how you can help. And if you need more support, we can coach you through the process until you've made your numbers, and you're celebrating the wins.


Course Outline

Cold Calling for Appointments contains over 300 slides and lectures that will teach you everything you need to know in order to create an effective cold calling program, and make effective calls. In fact, you can use it to improve virtually any B2B sales or marketing program. Topics include:

  1. Introduction
    1. Why use cold calling
    2. Cold calling challenges
    3. Cold calling benefits
    4. Overview of the effective cold call
  2. Setting the stage
    1. How business decision-makers make decisions
      1. The Business Case for Meeting
      2. The Business Case for Talking
      3. The Business Case for Buying
    2. High level view of the cold call
    3. Understanding your company's value proposition
    4. The Pro Forma P&L
    5. Pre-Requisites for Cold Calling
      1. Case Histories
      2. Customer Needs
      3. Applications
      4. Value
  3. Designing your cold calling program
    1. Program elements
    2. The axiom of cold calling
    3. The art of persuasion
    4. Targeting
    5. Goal setting
    6. The sales funnel
    7. Lead qualification
    8. Success criteria
    9. Debugging your calls
    10. Attitude
    11. Calling technologies
    12. Time management
    13. Active listening
    14. Taking notes
  4. Designing your cold call
    1. Justifying a meeting
    2. Asking good questions
    3. Script elements
  5. The details of the cold call
    1. Question types
    2. Getting past gatekeepers
    3. Uncovering needs
    4. Creating urgency
    5. Gaining the commitment to meet
    6. Locking down the appointment
    7. Overcoming objections
    8. Closing
    9. Confirmation
    10. Follow-up
    11. Nurturing
  6. Conclusion and Summary
  7. Worksheets and aids
    1. Call flow diagram
    2. Cold call worksheet


If you need more sales, cold calling is the fastest, most reliable and easiest way to get them - if you know what you're doing. At LeadGen.com we can get you going - until the only sound you hear is that of your cash register ringing.

For more information, start here


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