Business
Sales
Sales Skills
B2B Cold Calling Sales Course
4.3 (113 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
3,543 students enrolled

B2B Cold Calling Sales Course

Learn how to overcome phone fear, beat gatekeepers, build trust and become amazing at prospecting for new clients.
4.3 (113 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
3,543 students enrolled
Created by David Craig White
Published 6/2013
English
English [Auto]
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B2B Cold Calling Sales Course
Price: $89.99
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This course includes
  • 3.5 hours on-demand video
  • 1 hour on-demand audio
  • 6 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • By the end of this course, you will be able to define, find, engage and pre-qualify new prospective clients for your business. Throughout the course you will learn how to build self-confidence, overcome phone fear, get past gatekeepers, build trust, engage prospects with effective sales scripts, and open-ended questions and much more.
Requirements
  • I would recommend that you have a decent set of headphones, along with a writing pen and pad for taking notes, and try to get away from the hustle and bustle of life into a quiet area where you avoid distractions.
Description

Whether you work in the profession of selling or run your own small business, one of the most important skills you can learn is how to sell your products or services.

This sales training course covers all of the fundamental basics of prospecting from learning how to define your target audience, to engaging them into meaningful conversations by asking the right kind of questions.

If your job involves prospecting for new clients, the value of taking this course is priceless. You are about to learn some of the most common prospecting mistakes that sales people make, and how to avoid them. You are about to learn some of the skills, tactics and techniques it took me 15 years to learn, in just a few hours.

The course is delivered in a series or small short video and audio lessons. I have separated the course into days and advise that you take just one section per day. This will ensure that you will soak in all of the information better, and can maybe even go and test the new techniques you learn the same day.

Enjoy, and thank you in advance for your business.

Who this course is for:
  • This course is intended for average sales people, and small business owners. No prior sales experience is necessary, but it would help if you are smart, hungry and humble :)
Course content
Expand all 39 lectures 04:15:48
+ – GETTING STARTED
5 lectures 31:14
Selling has Changed!
Course Introduction
Preview 02:03
Course Objectives
05:54
Suited to Selling
04:33
The Characteristics of Elite Sales Professionals
09:02
10 Reasons to Love Working in Sales
09:42
+ – DAY ONE (PROSPECTING)
3 lectures 24:05
The Definition of Selling
08:04
An introduction to the fundamentals of sales prospecting. Why it is so important and what we should take into account before we begin.
The Fundamentals of Sales Prospecting
10:04
Learn how to define your best potential prospects by using vertical prospecting campaigns.
How to Discover Your Ideal Target Audience using Vertical Prospecting
05:57
+ – DAY TWO (PREPARING TO CALL)
4 lectures 32:18
Learn about phone fear and the very simple way to overcome it forever.
How to Overcome Phone Fear
10:52
Learn how to stop your calls going quiet and start getting better prospecting results.
The Objective of Your Call
05:22
Learn about the reasons why top performers only deliver average results and how to avoid making the same mistake.
Consistent Prospecting
07:05
Learn how to warm up your cold calls by finding the name and email address of almost any contact you want on the web.
How to Warm Up Your Cold Calls
Preview 08:59
+ – DAY THREE (GATEKEEPERS)
4 lectures 31:07

Learn how to spot if your prospecting calls are being screened by the gatekeeper, or if your prospects are really not available.

How to Spot a Call Screen
08:26
Learn about 7 of the best ways to get past or avoid the gatekeeper and start reaching your contacts directly.
7 Ways to Get Past the Gatekeeper
09:40
Learn about one of the industries most well kept secrets about the gatekeepers, and how to get past them.
The 3 Question Thank You Technique (Industry Secret)
09:08
4 Gatekeeper Power Tips
03:53
+ – DAY FOUR (PREPARING FOR INITIAL CONTACT)
5 lectures 34:12
Discover the top 6 reasons why prospects buy and how to handle each one.
Why Prospects Buy
Preview 06:03
Open the Call & Interrupt the Pattern
06:27

Before you start putting together your call scripts it's important to get a clear understanding of the differences between features, benefits and outcomes. In this lesson I will give you a simple and easy to understand definition of each one, so you can start selling what outcomes (value) your solution has to offer.

Features, Benefits & Outcomes
06:35
Your Opening Statement
09:18
Your Opening Question
05:49
+ – DAY FIVE (TRUST & RAPPORT)
3 lectures 23:12
Learn about the importance of first impressions and how to make a good one every time.
Making a Good First Impression
07:21
Learn 10 of the best and easiest ways of how to build rapport with your prospective clients.
How to Build Rapport
11:05
Learn how to build one of the most important parts of any client relationship! Trust.
How to Build Trust
04:46
+ – DAY SIX
3 lectures 16:09
Learn how to leave effective voicemails that get your calls returned.
How to Leave Effective Voicemail
06:14
Learn the best way of how to engage your prospects into meaningful dialogues.
How and When to Use Open-Ended Questions
05:41
Learn about the number one rule when it comes to building value and getting your prospects to sell to themselves.
How Often Should you Talk - The 80 20 Rule
04:14
+ – DAY SEVEN
3 lectures 21:05
Learn about what a buying signal really is and how to spot them.
How to Spot Buying Signals
06:49
Learn how to handle your prospects when they tell you they are not interested.
How to Deal with Not Interested
08:24
Learn how to maintain control of the sale, and keep the sales process flowing in the right direction.
Agreeing on The Next Step
05:52
+ – DAY EIGHT
3 lectures 13:25
Learn about how often you should follow up with your prospects, and when to consider moving on.
When to Follow Up
05:25
Learn how to handle prospects who request that you send them some more information.
How to Handle Requests for Information
04:42
Learn about the true reasons why your prospects lie.
Why Prospects Lie
03:18
+ – DAY NINE
3 lectures 18:49
In this lesson we are going to talk about inbound prospects, the best ways to handle them and the importance of following the fundamental steps of the sales process.
How to Handle Inbound Prospects
05:05
Learn how to deal with those awkward prospects who you just don't hit it off with.
Dealing with Stubborn Prospects
05:12
Learn about how to deal with negative colleagues and stay motivated in sales.
How to Deal with Negative Colleagues
08:32