How to Cold Call and Build New Customers in a Down Economy

Venue: Waltham

Location: Waltham, Massachusetts, United States

Event Date/Time: Apr 12, 2012
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Cold calling has never been tougher. As soon as the prospect figures out you're a sales person the immediate responses are "no budget," "we're in a purchasing freeze," or "call me in six months if things are any better."

But you and I know that there is always money available to buy something that provides real value to the prospect. The trick is to get your value proposition in front of the prospect in such a compelling way that you turn off the automatic "no" response.

Who Should Attend
Sales people, account executives, appointment setters, inside sales representatives and sales managers - everyone who wants to develop new business through successful cold calling.

• Search systematically for new opportunities
• Employ 7 ways to charge yourself up to make coldcalls
• Use 10 proven strategies to get past the gatekeeper
• Leave voice mail messages that create callbacks
• Understand what buyers want and how to get them excited
• Ensure that prospects will want to take your call
• Revive dead accounts
• Understand your value proposition
• Ask power questions that engage your prospect
• Anticipate objections and turn them around
• Set more appointments with qualified buyers
• Come across as poised and confident
• Use new business development to double your sales
• Develop creative ways to position your product or service