Cold-calling is one of the most dreaded activities in the world, yet people continue to do it because most people who do prospecting recognise cold-calling as the most effective method from a revenue/cost ratio. Furthermore, it is also the only way to reach anyone without having to spend too much time and money.
Despite the pervasive attempts to use cold-calling, most corporations and individuals get ‘beaten down’ by these 2 major problems of cold-calling:
Recipients of a cold-call are generally hostile.
Caller reluctance from the cold-caller resulting in significant inertia in getting started and keeping at it after a few nasty rejections.
These 2 problems result in significant wastage of resources of time, money and energy.
We have discovered that the reasons for these 2 major problems are as follows:
The script used is not developed with enough thought to address the psychology of the recipients, be it the gatekeeper or the intended recipient of the call.
The caller is not sufficiently trained and coached to execute the script with finesse and poise without seeming like either a babbling novice or a haughty salesperson.
In response to this huge void of knowledge, understanding and skill, we have put together a workshop to train individuals on our 10-step cold-calling system which was developed with over 20 years of painstaking research and application in the field.