Introduction: How to Boost Your Sales Now:
I hired Ron to help my sales team at IBM with their prospecting efforts. As seasoned as they were there is always a need for a refresher in call basics. Ron did a masterful job and I was pleased with the results as our qualified pipeline increased 219%. There's still one technique that I remember and use to this day that is extremely effective in reaching power in the account but you'll have to hire Ron to hear about it!
Mark Whittenburg, WebSphere SMB Executive for Americas, IBM Corporation
Have your sales reps, when making cold calls or prospecting calls, found they are the following:
* Having a hard time getting decision-makers, influencers, stakeholders and buyers to accept their cold calls?
* Finding difficulty when developing and delivering a compelling opening value statement?
* Encountering a challenge getting decision-makers, influencers, stakeholders and buyers to stay on their cold calls to have qualifying conversations?
* Suffering from cold calling reluctance and fear of rejection decreasing their overall sales productivity and they do not know what to do about it?
* Stuck in an endless loop of voice mail and email with absolutely no responses in return for their efforts thereby extending your sales cycles?
* Experiencing trouble implementing the selling skills they already have because they cannot speak with the right person who is responsible for making decisions about buying your solutions?
Since 1997, the Cold Calling System for Sales Success Live Cold Call Sales Training Workshops have consistently produced remarkable increases in sales using live cold calls made by students into their own well researched, pre-cold call planned targeted prospects.
"Ron, we are doing fantastic. Sales are up 39% so far this year. Many thanks to you. Rick will talk to the other sales managers and get back to your regarding more training."
Jim Norton, Executive Vice President of Sales, BOMGAR | Enterprise Remote Support
This proven repeatable system provides word-for-word directions on how to reach decision-makers and buying influencers at targeted prospects. In addition, students learn what to say to get these stakeholders to accept and stay on the student's qualifying calls. More importantly, the live cold call workshop provides the opportunity for students to actually implement and retain what they have learned while using live calls to accomplish work on their own prospects during the workshop.
"I was the first one to be astonished by the easiness of your calling system and strategy, not to mention that I got 3 appointments while doing your course. One of those appointments was Hydro-Quebec, an account that I've been trying to penetrate for a whole year without success. In 2 minutes with your course I had a meeting with their CIO!"
Patrick Authier, Sales Executive, Information Builders, Inc.
Plus, the workshop teaches how to remove the fear and rejection from cold calling and prospecting. Another advantage of this hands-on cold call training is it augments and fills in the missing piece of other telesales, inside sales and sales training.
"What have I seen as a result of the training you provided? Prospects in my sales funnel I have never seen before. Much better qualifications. Confirmation of business need from business people as well as technical buyers. Confirmation that the value proposition we offer is attractive to the companies who have passed the qualification stage. Salespeople who are confident about what they are doing, excited about their careers, and excited about their financial future."
Chuck Weir, Vice President of Sales, H&W Computer Systems, Inc.
Our experience has revealed a sales rep can have great selling skills, however if they cannot get in front of the right person who has the authority to make decisions, at the right time with the right message, then those skills are useless.
Most sales training providers assume sales reps have already reached the decision-maker over the phone. Based upon over 15 years of experience, we have found this simply not the case. Many companies have operators or the decision-makers use gatekeepers or personal assistants to decide who is given the opportunity to speak with a decision-maker, stakeholder, influencer or buyer.
How much would more conversations with decision-makers increase your sales?
Using the simple, repeatable Cold Calling System for Sales Success, Accelerated Cold Call Training, Inc. delivers an effective, specialized and customized for each client, live cold call training experience designed to get decision-makers to accept cold calls plus agree to time & date specific action steps such as attending appointments, webinars or online demonstrations.
We immediately put into practice your techniques and strategies learned during our live training. In the first week, our appointment volume increased over 25%. Thanks again for providing us the tools for a bright future.
Douglas Marlin, Managing Partner, Independent Technology Group
Many sales trainers will talk about cold calling theories, ideas and how to sell. Even better, some sales training courses will do role-playing. This has a certain amount of use but it really falls short. The reason why is a sales rep goes back to the phone, and even though they may have the principles, ideas and approaches, they still haven't had the hands-on experience. Psychological Research shows that to learn a new skill, people must actively see, hear and do the new skill being taught.
This research also shows, when it comes to learning a new skill, Active Learning is better than Passive Learning and people will learn it faster and retain it longer if they actively participate while trying to learn it. People who passively sit and listen to a presentation don't retain very much if any of it, 24 to 48 hours after the class. People who participate in some type of hands-on skill set (Such as making actual live cold calls into real prospects) are able to recall the information much better than those who don't.
The main result of this type of hands-on, real-time, onsite or virtual training is a significant increase the performance of your sales force in the areas of new business development and selling speed into prospective clients.
I hired Ron to help us change the way we were selling over the phone. He took 20 experienced and successful telesales people, and not only taught them new ways of doing things, but SHOWED them how to do it, and that it COULD be done. The year we used Ron, our sales increased from $9M to $30M, much of that was due to Ron breaking some old processes, and showing us the way!
Eric Graber, VP of Sales, SERENA Software, Inc.
The big problem today in cold calling into corporations and selling B2B solutions, is it is so hard to get a response. The sales reps are so afraid of cold calling rejection; the overall cold call effectiveness is pathetic.
It is a bad situation but it really doesn't have to be like this. People who have taken the Cold Calling System for Sales Success - Live Cold Call Sales Training Workshops have had breakthroughs in all of the above issues. After taking our live cold call training workshops the participants report the following results:
They are easily able to reach and get top decision-makers, who can make buying decisions about acquiring your solutions, to accept their calls without manipulative techniques and while gaining full trust. This enables your sales reps to have qualifying conversations and set appointments much easier.
Cold calling reluctance and fear of rejection is dramatically reduced because using a system makes the cold calling process so much easier and so much fun. As a result salespeople make many more cold calls because they're getting results consistently like never before.
Working with the gatekeeper is no longer a problem. In fact, salespeople learn how to make the gatekeeper their ally, the person who can help them in the selling process.
Would you like to see the kind of results we've talked about? Then please read on...
Your reps probably attended sales training, phone training, prospecting training or cold call training on how to make a presentation, how to ask questions, how to handle objections, how to close, etc., etc. However that does not do you any good if you can't reach the decision-maker in the first place.
This is shown to be the number one issue in selling and salespeople feel if they could just get in front of more decision-makers, more sales would be closed. In most sales training or cold call training very specific detailed cold calling techniques are never told. They tell you to call to the top or to get a referral from someone.
The truth is most sales trainers explain so much business comes from word of mouth and if you get an appointment then you can apply regular sales techniques. But that does you absolutely no good if you're trying to reach a prospect you know will never call or respond to your emails.
In developing the Cold Calling System for Sales Success - Live Cold Call Sales Training Workshops over the years we realized one of the biggest needs was for sales reps to learn how to get in front of decision-makers, deliver a compelling opening value statement and come away with a time and date specific action step. Also these sales professionals needed to learn how to reduce the cold call reluctance, eliminate the fear of rejection, how to work with gatekeepers and how to get responses from voice mails and emails.
Here's what it is like in a Cold Calling System for Sales Success - Live Cold Call Sales Training Workshop
First we actually get prospective client's phone numbers and have a live phone line there in class. Then Ron, from the front of the room, picks up the phone and makes real, well-researched, pre-cold call planned calls into organizations and actually shows how to get through to decision-makers demonstrating live, exactly how it is done.
Participants sit there with their mouths open amazed they're actually seeing it done before their eyes. People's jaws literally drop as Ron calls into some of the world's largest corporations. He demonstrates over and over using a variety of cold calling techniques, ideas, processes and strategies to show how cold calling doesn't have to be hard and that it can be fun.
After the cold call Ron explains more about what he did and then makes another cold call using another technique. And he doesn't do this just one time. He does it literally for the whole first day.
Each time Ron explains what he did, what happened and what to do next. Then the day wraps up at 3:30 p.m. giving your salespeople time to implement what they've learned. Often at the end of the day sales reps will get back on the phone and make several cold calls producing results from what they've learned.
Students come back for the second day and we do something even more outrageous.
During the second day, Ron then has actual participants picking up the phone, cold calling and mirroring exactly what they've learned the day before. Now they're cold calling into their own prospective clients, working at getting through to decision-makers and actually accomplishing valuable work during the workshop.
The best part is that Ron sits right next to them and coaches them through their cold calls. We see some pretty amazing results. After each person finishes a cold call, we debrief, discuss it, and get questions and feedback from the audience. At this point the live cold calling training workshop is at a fever pitch of excitement. Reps can't wait to actually do this.
The cold calling reluctance and fear of rejection starts just melting away. Lead generation, new business development, telesales, inside sales reps and field salespeople see the very respectful, professional and persistent way these cold calls are made is something they can do. Before you know it they start getting excited to get on the phone and make cold calls.
Get Your FREE Cold Call Sales Training Needs Analysis by going /free-needs-analysis/ or call Ron LaVine.
