May18
How To Improve A Sales Rep’s Cold Calling Skills
Posted by Nick in Sales Training To Improve Sales Results | 4 Comments
File under Cold Calling
You Can Improve A Salesperson’s Cold Calling Skills Performance
Sales managers wear many hats and one of them is to be a coach. Let’s say you have a salesperson that needs help with cold calling skills. Here is some advice on how to improve that salesperson’s cold calling skills and cold calling techniques.
1) Get your poor performer to sit next to one of your top performers. You want the poor performer to see “success in action”. That’s a great way to capture effective cold calling skills.
2) Have your poor performing cold caller listen to one of your successful cold callers. This is a positive way for the poor performer to improve their cold calling skills.
3) Help the poor performing cold caller’ skills by providing some outside sales training. There are many powerful yet inexpensive sales prospecting CD programs that can accomplish this for you.
4) Insure the rep that needs to improve their cold calling skills has the motivation and desire to succeed. If the will is absent, it may be time to move on. Even the most effective sales training can’t cure this problem.
5) Establish short term attainable goals. Measure the poor performer’s cold calling results against those goals. Make recommendations for improvement when necessary. Stay focused on their cold calling skills.
6) Tape the rep while on actual cold calls. Insure they are using solid questioning techniques and that they are intently listening to their prospects. Check their cold calling skills, their greeting as well as the pace and tone of their voice. Find areas that need to improve and perfect their cold calling skills with solid cold calling tips.
Employee development is a key Sales Manager’s responsibility. As your sales rep starts to improve their cold calling skills and results, insure you are providing positive reinforcement.
To your cold calling skills success!
Nick Moreno, Sales Trainer
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There are 4 Responses So Far »
Comment by Henry Martinez on 23 November, 2011:
I work for a small company here in Riverside, Ca. the economy has been kicking my butt all year. I’m the telemarketing manager here. I have been getting less appointments than usual. I have a need for some coaching if not more updated training in the relm of cold calling effectively. The market has been hurting as have my TSR’s and myself with the fewer appointments. I have been in sale’s for over 15 yrs. but now I feel like I need more work to improve and get back to my former self. What I do here is call to set appointments for my sales force I confirm the appointments for them. I know it should be a simple thing to do but its not that easy. My queston is: Is there any training material out there that you can recormned to to help improve my stats for my TSR’s and myself
Comment by Nick on 27 November, 2011:
The Progressive Sales Process DVD.
Comment by V M Desh on 11 January, 2013:
I need to begin an Sales and Prospecting Training Centre in NZ. What material would you suggest?
My background is IT & T solutions selling for last 22 years or plus. Need experience in field and need to impart the same with some solid and useful guidance / material.
Please advise.
Comment by Nick on 12 January, 2013:
I would start with Leveraged Sales Prospecting, my prospecting training program.
Good luck!
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