Cold Calling For Results

With our unique methodology delegates can turn every "cold-call" into a warm call. Our structured agenda includes all the key elements required for telemarketing success.

Course Programme.

1. Before the Call.

This part of the session will focus on all aspects of Call Preparation including the following:

-Getting the Right Attitude: Many sales professionals have an in-built resistance to cold-calling. This section will focus on how to develop a Positive Attitude towards cold-calling, and how to overcome personal obstacles to success.

-Script Preparation: The first 20 seconds of any cold call are critical, and can "make-or-break" the call. This section will focus on how to create a truly powerful and compelling script to clinch a decision-maker's interest. Attendees will create their own scripts.

-Objection Handling:With proper practice and planning objections from decision-makers can be turned to the cold caller's advantage. Attendees will be briefed on effective responses to "Please send me some information", "I'm too busy", " I have no budget" etc and will practice these responses in role-play sessions.

2. During the Call.

This part of the session will focus on all aspects of conducting the perfect cold call.

-Getting Past the Gate Keeper:Useful guidance on how to deal with secretaries. How to respond to: "Has he spoken to you before?" and "What's it about?" Plus two contrasting approaches which never fail!

-How to Handle Calls with Prospects: Guidance on Powerful Questioning Techniques, including wllcoming questions from prospects, and how to use them, tailoring answers to prospects, uncovering the "pain", the powere of referrals and Assumptive Closing.

-Role Play: Attendees to rehearse the above.

3. After the Call.

Sometimes a rather neglected area by cold-callers, this session will focus on how to make the most of a cold-call , once the receiver has been put down!

-Emailing/ Writing to Prospects: Tips on creating compelling language, and tailoring responses.

-Measuring / Targeting: Guidance on personal targets versus official targets, plus monitoring/ tracking results.

-Eliminating Down Periods: Some tips on keeping the momentum going, and staying positive!

About Parkwell Training

Parkwell Training is a division of Parkwell Management Consultants Ltd, an independent firm of management consultants who specialise in a number of services including project managenment, the selection and implementation of packaged software and services, IT strategy and the management of large change programmes.

Since 1992 Parkwell Training has delivered a comprehensive schedule of courses for professionals at any stage of their career. By attending one of our training courses you will benefit from our in-depth and extensive knowledge of managing and delivering projects.


Our approach to training is to reinforce presentations with individual group exercises , including role play. All our training courses are delivered by our team of experienced practising consultants and project managers who can bring back to the classroom their day-to-day experience and knowledge gained across different industry sectors.

Small Class Sizes

Parkwell Training courses are highly participative therefore the number of participants attending each course is strictly limited to a maximum of 12.


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