Chat Support Software

For management training, sales training and customer care training 01509889632 or request call back

Filter Courses

How to generate more business by telephone

Generating business over the phone can be challenging. Many people lack the confidence or the understanding to do this effectively and negative responses to cold calls and pitches can be difficult to deal with. However, this remains a very effective way to generate positive results and drive a business towards growth, so it’s a skill worth acquiring.

Target your efforts

No matter how good a salesperson you are, or how much of an engaging speaker, you will struggle to connect with those who are clearly not interested – at all – in what you’re offering. So, the first step is always to refine your contact lists to ensure that the people you call are genuine prospects.

Step back from the selling

If you take a hard sell line from the very first conversation you could lose your prospect early on. The first conversation(s) should be less about selling and more about establishing a relationship and opening up the conversation. What do they need to know about what you’re offering and where could you add value to their experience right now? If you try to sell without establishing this essential context first then you will find it difficult to generate enthusiasm.

Your list is key

As well as rooting out those on your list who have zero interest in what you’re offering, it will also be important to refine the list as much as possible so that it is both suitable and high quality in terms of the potential leads it contains. It’s worth noting that the GDPR doesn’t prohibit cold calling but does impact the way that it is done. Essentially, you will need to have permission to call the people on your list now that the GDPR is in play.

You’ll also need to be calling those people about the products and services you originally requested permission to contact them about. The new GDPR rules actually represent an opportunity to refine the list you’re using and ensure that the people you speak with want to speak to you.

Follow up after the call

It’s essential to ensure that you make contact by email after a successful phone call, as this will help to lay the ground for next steps. You may do this using CRM automation or you may be working with a smaller list that you can follow up with manually. If you’ve put in the effort of initial contact don’t waste it by failing to follow up.

Accept the numbers

It may take you 100 calls to reach just 20 people, only a few of whom will be ready to be converted. There is effort involved in generating business by phone – the number of people you need to reach out to will be high. However, more often than not, that effort put into the numbers will pay off in the results.

Our Generating New Business by Telephone course is designed to help build confidence to make calls professionally – and to use them to achieve great results.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.