OpenPage

Confident, no stress Cold-Calling for appointments

Soft selling telephone techniques that win you more new customers and orders

"Mike Kingston's cold-calling master class has already brought big benefits to our radio communications business through increased sales. It's made the team more focused on actually reaching and dealing with the decision maker, so we're now closing more orders."
Helen Kirton, EEMits Communications Ltd. (Radio communications systems for emergency services,security applications and industry)

"Now I've changed to Mike's soft cold-call approach I win twice as many
appointments, and with the decision-makers"
Steve Brazier, Cort Services Ltd. Security company.

This master class is designed for everyone responsible for winning new customers, clients or accounts, who prefers to use a soft professional sales approach.

Delegate manual included.

Search for a location in the right hand menu. Please call the event organiser direct.

For in-company presentations call:
Mike Kingston on: 01788 823496 or email: mike@openpage.co.uk

Open seminars from £95 plus vat per person.
In-company from £850 plus vat

What do you want your future cold-calling to achieve?

• Get appointments with difficult-to-see decision makers?
• Win two to five times the number of orders from your cold-calling?
• Steal your competitor's best customers?
• Win new quality customers that repeat buy year after year?
• Win more first-time customers that previously wouldn't buy?
• Expand your sales into your existing customer base?

In this detailed master class you learn how to make these come true.

Soft-sell verses hard-sell techniques

Cold-calling often brings to mind determined salespeople who employ a strong approach, rarely listen and bombard you with features and benefits. Terriers that won’t let go. I’m sure you’ve received these calls - and, like many of us, you put the phone down on the caller. It’s not an effective approach, nor is it financially rewarding.

If you sell into markets where customers are sophisticated or where the nature of your business makes pressure selling unacceptable, then a soft, conversational sales approach is far more effective. This master class explores highly effective soft-call strategies and techniques that you will be confident and happy to use. They win the attention of guarded or resistant decision makers and turn many more into your loyal customers.

Strategies that double your sales and profits

Many of us trade in established markets where many of the most valuable customers are already buying from other suppliers. A mature market place is cruel. How often have you called a competitor's customer with a genuinely superior offer and heard, “No thanks, we’re very happy with our present supplier”? Then, when you call a disloyal customer, one that shops around for the cheapest price and rarely pays on time, you get a willing listener. As a rule, the customers you most want to win won’t talk to you and those you don’t want accept your calls or even call you first.

The master class begins by exploring proven strategies for targeting and winning the most valuable customers in your markets. Then, as your base of loyal customers increases, sales and profits grow rapidly, month after month, year after year.

How to get through to the decision maker

It's no good cold-calling a buyer or a junior manager if their boss makes the final decision. Admittedly, junior staff are easy to speak to and very interested in what you sell, but they can’t approve a change of supplier or sign a new order. On the other hand, getting through to decision makers is difficult. Telephone receptionists and secretaries guard the gate, “What you are calling about?” they ask before they pass you down you to lower level staff. And if you do get through, the boss asks the same question and you’re on the way out.

During the master class you learn how to get through to decision makers and persuade them to talk to you. You learn how to capture their interest and engage them in positive, rewarding discussions. In essence, you learn how to steal them away from their existing suppliers and make them your own