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No More Cold Calling™
Build Your Sales and Profits Through Referrals
 Program Benefits
The No More Cold Calling™ Workshop, from No More Cold Calling™, equips your salespeople with strategies for finding clients who truly need your products or services—instead of making random calls to unqualified prospects. Perhaps salespeople have sought referrals without getting results, feel that the process takes too much time, or fear that asking may jeopardize trusted relationships. Unfortunately, your sales team may be “asking” for referrals without knowing how to ask for them. No More Cold Calling eliminates these barriers and equips your sales team to effectively:
- position your business against your competition
- increase your selling time and reduce your prospecting time
- convey the true value and benefits of your products and services
- identify multiple referral sources
- apply a step-by-step process for asking for (and obtaining) high-quality referrals
- reduce business development time while increasing sales leads
Program Description
The first part of the No More Cold Calling Workshop is devoted to Positioning Your Business, Creating a Customer Profile, Leveraging Your Time, and Increasing Results. Salespeople discover why a referral strategy is much smarter and more efficient than cold calling. They learn how to convey the benefits of your products and services from the client’s perspective, create sales strategies that are consistent with your organization’s goals, and develop sales messages that help your offerings stand apart from competitors. Salespeople learn the critical difference between features and benefits, and determine which types of clients they truly want to attract and retain.
The second half of the workshop addresses Asking for Referrals and Creating a Contact Strategy. Salespeople build a referral wheel and learn how to get qualified leads from the people they already know. Even though salespeople may have recently relocated or feel they’ve tapped out their resources, they discover how to get referrals from people who believe in your business—your current clients. Salespeople practice a step-by-step process for asking for referrals and learn how to leave persuasive voicemail messages that get prospects to return their calls. They conclude the workshop by creating a comprehensive contact strategy—a referral plan with specific, measurable actions—that helps them stay on track and focused on specific sales goals.
Implementation/Customization
A one-day session, No More Cold Calling is typically conducted for groups of 12 to 25. Groups of up to 50 can be accommodated with special arrangements. Follow-up Sales Coaching is available to reinforce skills and ensure a better return on investment.
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