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Cold Calling – Why sales people hate it!

Cold Calling Telephone TrainingI recently ran our cold calling course entitled Generating New Business by Telephone.  This was delivered to a group of well-seasoned van and truck salesmen who weren’t really expecting much.

I had got the job as their Manager had been on one of my courses 10 years previously. As the course started and I went through the volumes of calls I expected them to make in a day (100-200) they looked even more sceptical. The problem with cold calling is if you are not taught the correct techniques and don’t  put in the hard work and discipline it simply doesn’t work. If you try without the right correct coaching things go wrong quickly and people give up blaming the whole process saying, ‘cold calling doesn’t work‘.

The beauty of this PTP course is that having explained the techniques, the trainer (in this case me), makes live calls on a hands-free phone using lists the delegates had generated during the course and as pre-course work. I much prefer this demonstration when things go wrong (too often on this course things go too well and participants just think the trainer is magically good at cold calling and they could not see themselves emulating this success).

Fortunately on the first 20 calls I had a rough time! I was blocked by gatekeepers and told by decision-makers they had no interest quite abruptly and in some cases people were quite rude. This is where I surprised the delegates by saying,

‘When cold calling this is exactly what to expect and the good news is that it will put off your competition from ever making these calls’.

Persevering, I carried on and managed to talk to decision-makers who were in the market for vans and trucks and wanted further information and appointments.

After some role play, the sales people started making cold calls and to their surprise were very successful, in fact dare I admit it, they had a better success rate than me! Between us we had made just over 100 call attempts in 6 hours and spoken to the decision-maker 19 times and got 11 people interested of which 6 were deemed very hot leads (One of the hot leads was coming to view a new truck the following day – now that is a hot lead!). They all agreed if they could generate 6 hot leads everyday they would be extremely happy!

Of course, you can’t make cold calls all day everyday but even when salespeople are busy, it was agreed that a minimum of half a day week should be done hopefully generating 6 leads. This will ensure all salespeople have a continual flow of new leads to work with self-generated by their own cold calling efforts.

This course is designed especially for B2B and we do not deliver training designed at calling people cold in their homes. (For more details click here.)

Benefits of attending PTP’s Cold Calling Training course:

    • Greater confidence generating new business by telephone
    • Effective techniques for telephone prospecting
    • Development of an individual style
    • The ability to make direct contact with the decision-maker
    • Genuine leads generated on the course

Praise for PTP’s Cold Calling Training Course:

Course has focussed what I do on phone, will reduce time required (better for me & customer).– Ian Veal, TUV Product Service

I found the techniques of handling gatekeepers extremely valuable.– Phil Almond, TUV Product Service

Very good course, well delivered.– Guy Finch, Media Hut

Thought the course was excellent and found it very helpful.– Craig Wilkinson, Amada UK Ltd.

An extremely informative day with much to think about. Gifted tutor!– Andy Dunkley, Barcham Trees

This cold calling course runs as a public course ain all major UK cities for just £295 and is available in-house for as little as £850. For more details click here.

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.