Toronto Cold Calling Workshop
Sale price
Price
$499.00
Regular price
This workshop is for prospecting sales reps, SDRs, and their managers. You will learn how to build a scalable cold calling process. For a sample of this content, please view this webinar replay.
DETAILS
- Omers OneEleven (325 Front St W, Toronto, ON M5V 2Y1)
- Thursday, December 6th 9:30am - 4pm (roughly)
- Lunch Included
- 2018 Executive Priorities now + 2019 Executive Priorities when ready ($400 value)
- One year access to JBarrows online training for the first 10 people who register ($595 value)
- Team pricing, three tickets for the price of two
View the full details of our workshop below.
SETTING THE STAGE
- The Death of the Average Sales rep – how to stay relevant in the age of technology and automation
- The Science and the Art of selling
- The Fundamental Process of Sales
DEFINING THE TARGET
- The details of your Ideal Customer Profile (ICP)
- Tiering your accounts to align your approaches
- How to speak the language of your audience
- GROUP EXERCISE - Developing Your Ideal Customer Profile
- Identify the top 3-5 personas your solution adds the most value to
- Research top 3 priorities and top 3 challenges for each persona
- Identify components of your solution that address each priority and challenge from your ICP
- Develop the expected results the prospect should expect when applying the component of your solution to each priority and challenge
DEVELOPING THE MESSAGE
- Why most Elevator Pitches fail
- The characteristics of effective Attention Grabbers
- GROUP EXERCISE - Develop your Attention Grabbers
- Create Attention Grabber messaging that combines the different persona priorities and challenges with the components of your solutions that drive specific results.
- Develop 2-3 “go to” questions specific to each persona
- Define the most common potential objections by persona and your responses to each
DELIVERING THE MESSAGE
- The Winning Call Equation
- EXERCISE - Develop Your Winning Call
- Develop your Winning Call “script” to a specific persona that includes an Attention Grabber, specific questions, and responses to objections