Why Cold Calling Training Should Be On Top Of Your List

cold calling training new salesperson tips telemarketing

While I was in a meeting with a very important client this morning, a salesperson called me five times incessantly. 

Know what I did after I finished the meeting? 

Well I called back, the number and lost it on that person, who calls someone 5 times in a row right? 

Did they have no training whatsoever? 

When it comes to cold calling there are some “cold calling manners” that are absolutely necessary, in other words every sales rep should have a cold call training to convert those calls into sales. 

Setting clear goals is essential for cold calling success. This is the only way to make an effective cold call. 

Your trainee's mind needs to be filled with specific objectives as a trainer. Prior to, during, and after the sales call, the salesperson must stay focused on the desired outcome. 

An easy way to get a new salesperson on track is to have them make a plan and write it down before each call. Soon this goal-orientated approach will be instinctive. 

Remember that achievement is a reason for celebration if they reach their cold call sales goals. If you are able to buy the employee lunch or pat them on the back, it will make a big difference in their selling performance. 

1. Prepare A Script For Them 

Sales organizations that thrive follow a proven sales cycle that involves multiple touch points, as well as providing salespeople with the freedom to craft individualized messages. 

If a new sales rep is starting, you can make their learning curve shorter if you give them access to existing scripts. Instead of creating scripts for sharing, use templates to write your own or assign the job of creating scripts to your new salesperson. 

Make sure you include voicemail message templates in your cadence or scripts. Approximately 15% of sales reps' time is spent leaving voicemails, according to RingLead data. Trying to squeeze a telephone script into an allotted time frame of 18 to 30 seconds will not work. 

2. Provide A List Of Everything They Need To Know 

Your new salesperson will need a list of names and numbers to use for cold calls after you give them a training handbook. Examples include: 

● Providing the list that used to belong to the sales representative. 
● Round-robin lead assignment mechanisms in CRMs and marketing automation programs can be configured to assign their names to each other. 
● Providing them with new verticals and customer profiles to enable them to research their own leads. 

It may be necessary to adjust your sales territories or lead assignment protocols as the result of your new hire. By allowing your new representative to easily penetrate their contact pool, you may inadvertently alienate your best performers. 

3. Establish A Behavioral Goal 

In general, successful salespeople strive to achieve success. Holding them accountable for predetermined goals will help you harness this instinct, but you have to be careful about how you set them. 

It is important to keep in mind that new salespeople do better with behavior-based goals, instead of focusing on results, such as closed sales or revenue increases. In order to create a foundation for success, you must complete a specific number of activities that will prepare you for cold calling. 

Goals based on behavior include, tracking the following: 

● Number of calls made 
● Discovered new prospects 
● Messages left on voicemail 
● A meeting has been scheduled 

The first day of a sales rep's career won't be spent closing million-dollar deals. By completing smaller, behavior-based goals early on, these students can gain the confidence they will need to achieve higher levels later on. 

4. Expect Rejection 

It is not pleasant to make cold calls — particularly when you hear “no” all the time. As a sales trainer, help new salespeople prepare for rejection by anticipating it and anticipating it. 

New sales professionals and telemarketers must have a thick skin by understanding that hearing the word "no" is just part of the job.

5. Provide Them With A Mentor 

A more experienced mentor can be a powerful tool for new salespeople who are learning cold calling. An example for a telemarketer salesperson might be: 

● Provide feedback on a new sales representative's first cold call to help them improve. 
● What lessons did they learn while developing the sales process? 
● Provide information on the business, products and services, as well as its market position. 

It is possible that your top sales reps might be reluctant to teach new hires about their hard-won experience if you have created a competitive environment. For this situation, a mentor from the marketing, product development, or leadership areas is recommended. 

Cold calling sales training is essential for old and new employees both, they will learn cold calling etiquette and be able to provide real information of the product they are selling.

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