Professional Development Series

Coaching sales professionals to develop their knowledge, skills and mindset to confidence to get more positive outcomes from every new sales call.

Here’s just some of what you’ll learn duringyour one-on-one coaching calls

• How to overcome cold call fear and reluctance • How to develop the discipline to cold call

(and enjoy it)• How to get the person you are calling

interested in talking to you• How to secure your call objectives

without coming across asbeing pushy

• How to anticipate the most common type of objections thatyou will hear

THE TRAINING PROGRAM FOR MAXIMISING YOUR PROSPECTING

TIME AND MAKING NEW SALES ON THE PHONE!

To register for this seminar, call 1300-881-891 or (03) 9533-9533

COLD CALLINGAND LEAD GENERATION FOR ACCOUNT MANAGERS AND SALES REPS

AUSTRALIA’A #1 COLD CALLING TRAINING

The ability to find, and then reach out to new potential

clients, through effective cold calling is one of the most cost

effective ways to make sales.

Getting results on the telephone!

Would more conversations withdecision-makers increase yoursales opportunities?

Over the past decade many sales-

based organisations have tried to

ignore cold calling and instead

used a wide variety of techniques

and marketing ideas to find new

business opportunities. However,

many of the same organisations

have found that these ideas are

usually costly to implement and do

offer a good value on time or

money investment.

Unfortunately, the words 'cold

calling' often conjure up negative

images for salespeople. But it

doesn't have to be that way.

In these ever-changing business

conditions, the value and simplicity

of one-on-one telephone calls can

be a highly effective way to

introduce your products or services

to new potential clients and help

gain commitment from new

prospects.

Regardless of the economic

conditions, cold calling by sales

people is still one of the quickest,

easiest and most direct means of

finding new sales opportunities and

generating new sales in almost

every market.

During our results-focused one-on-one coaching, you’ll learn to reduce the “fear ofcold calling” and develop a workable system for getting new leads and puttingyourself in front of new prospects everyday.

• You’ll learn how to accomplish a higher quality of phone calls in less time and discover how to focus your time and energy on the key cold calls that will give you thebest results.

• We’ll show you how to write effective sales scripts thatare professional and persuasive. You will come acrossto your prospects as a true ‘professional’, not a call-centre hawker.

• Plus, you’ll gain new insights to keep you focused and on-track during your calls, follow-up and stay of topof your prospecting, without things being forgotten or falling through the cracks.

Each participant receives all of these

extra training resources, free!

TRAINING MANUALParticipants receive a detailed

training and reference manual.

The manual includes lessons, case

studies, diagrams and a reference

section. You’ll find yourself going back

to this manual to refer to many of the

ideas taught during the training.

WHITE PAPERSParticipants gain access to a special

reference vault on our website with

numerous reports, white papers and

reference material on cold calling and

professional selling skills.

MEMORY CARDSThese reference cards are a highly

sought-after item as they reinforce the

key cold calling skills.

MP3 BONUSParticipants receive access to MP3

and PDF learning material, which can

be downloaded directly from our

exclusive web portal.

CERTIFICATEParticipants receive a certificate of

their attendance and completion

of the seminar.

To learn more visit our website at: www.success.net.au

The Cold Calling Training Overview

SESSION 1• Pre call activity• Identifying your targets (call research and

identifying your contact)• Establishing call objectives• Planning your calls

SESSION 2

• Making the call• Anticipating possible call objections • Handling Screening Objections • Opening the call• Gaining control of the call

SESSION 3

• Developing the call• Achieving your call objectives • Converting the call• Closing the call

SESSION 4

• What post call activity should you carry out• How to use your database or CRM to manage

and track calls• How to take effective call notes• Following up the call• Establishing follow up call objectives• How to open the follow up call• How to close the follow up call• How to gain commitment from the follow up call

Free coaching is provided online after

the training to make the learning STICK!

Extra�Bonus�forALL�Participants

To register for this seminar, call 1300-881-891 or (03) 9533-9533

SPECIAL BONUS #2 - WHEN YOU REGISTER

Every participant will receive 4 sales and personal effectiveness digital downloads which they can save to their iPod, iPhone or any MP3 audio player.

These audio coaching programs are a powerful way to apply everything they will learn from the face-to-face training and participants will be given a special internet login link to access these mp3 training programs.