Cold Calling: Overcoming Sales Objections

Cold calling is one of the best tools available for lead generation. But the process is plagued with hard-to-overcome objections that can cause even the best salespeople to fail. Here sales professional and prospecting coach Miles Croft identifies the eight most common cold call objections—which may have seemed impossible surmount in the past. However, this course has been specifically designed to help you both anticipate and successfully overcome these concerns and smash your sales targets. The lessons are tailored to be practical, easy, and fun, so you’ll be ready to put your newly honed skills into action right away. After this course, you'll feel confident in knowing that you can comfortably overcome anything your prospects throw at you—resulting in a clear increase in cold calling success.

Topics include:
What is an objection?
Overcoming objections
Finding out what your prospect's priority really is
Offering an alternative to email
Identifying your value
Knowing your unique selling proposition
Truly understanding your customer's contractual obligations
Showing your value
Arming champions to help sell to decision makers
Finding out more about customer needs