Cold Calling is a Difficult But Proven Sales Technique

Sales Force Development Expert Danny Wood Offers Insight into Leveraging this Important Tool

Most salespeople would agree that the toughest exercise in the business is the dreaded "cold call." However, according to respected sales force development expert Danny Wood, a cold calling program is one of the best ways to fill your pipeline.

A cold calling program allows the sales professional and the potential client to determine, with a minimal investment of time, if a face-to-face meeting would be beneficial. "Asking questions is key on a cold call," stated Wood, who is a licensee of Sandler Training and an eight-time recipient of the Platinum Award for sales excellence. "The salesperson should welcome the prospect's questions in order to measure their needs and interests. In contrast, the salesperson who monopolizes the conversation and attempts to sell with a ‘limited time offer' will quickly become ineffective."

Salespeople need to remember not to judge the next prospect or take rejection personally if they receive a negative response, Wood noted. "This, of course, is difficult to achieve. However, the reality is that most salespeople are likely to have more unsuccessful calls than successful ones. By reviewing the calls that produced turn-downs and put-offs, the salesperson will almost always develop a significant winning strategy for the future."

With that in mind, Wood will present a half-day boot camp designed to help participants discover the benefits of cold calling and how to leverage this very important tool. The interactive cold calling seminar will take place on Thurs., March 24, from 2 p.m. to 5 p.m., at the Meadows Office Complex Conference Center, located at 301 Route 17 North in Rutherford, N.J.

The presentation will cover important sales issues in the current economy including:

* why traditional cold calling methods do not work;
* how to get invited to meet with your prospect as opposed to fighting for an appointment;
* how to get your voicemail returned; and
* how cold calling can build your face-to-face selling muscles.

Workshop attendees will learn telephone techniques designed to obtain fast results, as well as what can be done to fill the pipeline and capitalize on new opportunities.

Wood is a 12-year veteran in the sales training arena and meets with hundreds of sales managers and salespeople each month who participate in his ongoing Systematic Foundations and Presidents Club training courses. "Becoming a successful salesperson involves a process, a system and practice," Wood explained. He conducts year-round seminar programming along with the Sandler Training classes to further expand upon the sales process.

Pre-registration for the March 24 seminar is required. The cost for attendees is $195 per person. Refreshments will be served. For more information or to register for the event, call (201) 842-0055, or visit http://dwood.sandler.com/eventcalendar.