{"id":17587,"date":"2023-03-10T13:23:40","date_gmt":"2023-03-10T07:53:40","guid":{"rendered":"https:\/\/justcall.io\/blog\/?p=17587"},"modified":"2023-06-28T17:58:36","modified_gmt":"2023-06-28T12:28:36","slug":"how-to-prepare-your-sales-agents-for-cold-calls","status":"publish","type":"post","link":"https:\/\/web.justcall.dev\/blogv2\/how-to-prepare-your-sales-agents-for-cold-calls.html","title":{"rendered":"Cold Calling Training: How to Prepare Your Sales Agents to Excel?"},"content":{"rendered":"\r\n<p>Cold calling is a tough nut to crack. After all, getting rejected multiple times a day can be disheartening&#8211;even for seasoned professionals. This is where a strategically-conceptualized cold calling training model can help.\u00a0<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">The Benefits of Cold Calling Sales Training<\/h2>\r\n\r\n\r\n\r\n<p>Here&#8217;s what the data says about the advantages of cold calling training:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Effective: 82% of buyers will accept meetings with sellers who proactively reach out, and 71% wish to hear from sellers early in the buying process.<\/li>\r\n<li>Preferred: 57% of C-level buyers prefer to be contacted via phone.<\/li>\r\n<li>Contextual: Salespeople who state &#8216;why&#8217; they&#8217;re calling have a 2.1x higher success rate.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>Clearly, the benefit of cold calling is aplenty&#8211;only if done right. Let&#8217;s move on to understanding the best practices for mastering the <a href=\"https:\/\/justcall.io\/blog\/cold-calling-ultimate-guide.html\" target=\"_blank\" rel=\"noreferrer noopener\">art of cold calling<\/a>.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\">Top 7 Tips to Master the Cold Call<\/h2>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\">Tip #1: The Dos and Don&#8217;ts of Cold Calling<\/h3>\r\n\r\n\r\n\r\n<h4 class=\"wp-block-heading\">Do&#8217;s<\/h4>\r\n\r\n\r\n\r\n<p>1.Focus on mirroring, which is nothing but replicating the tonality and the style in which your prospect is speaking<\/p>\r\n\r\n\r\n\r\n<p>2. Focus on the real value your product\/service adds to the prospect&#8217;s life<\/p>\r\n\r\n\r\n\r\n<p>3. Build a 50:50 talk ratio<\/p>\r\n\r\n\r\n\r\n<p>4. Keep pausing and engage in a natural flow of conversation instead of making it too scripted<\/p>\r\n\r\n\r\n\r\n<h4 class=\"wp-block-heading\">Dont&#8217;s<\/h4>\r\n\r\n\r\n\r\n<p>1.Don&#8217;t ask closed questions or ignore your tonality<\/p>\r\n\r\n\r\n\r\n<p>2. Don&#8217;t overwhelm your <a href=\"https:\/\/justcall.io\/blog\/sales-prospecting-guide.html\" target=\"_blank\" rel=\"noreferrer noopener\">prospects<\/a> with product features<\/p>\r\n\r\n\r\n\r\n<p>3. Don&#8217;t keep talking about yourself; avoid a &#8216;Me, Me, Me&#8217; attitude in the call<\/p>\r\n\r\n\r\n\r\n<p>4. Don&#8217;t ignore the prospect&#8217;s perspectives<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\">Tip #2: Validate the Why and Keep Pausing During the Call<\/h3>\r\n\r\n\r\n\r\n<p>During <a href=\"https:\/\/justcall.io\/blog\/how-to-build-your-agents-dream-team.html\" target=\"_blank\" rel=\"noreferrer noopener\">agent onboarding\/training<\/a>, train them to elaborate on the\u00a0why\u00a0behind the points they will make during the call. If they can explain the why behind their product pitches, the prospect will be better wired to convert. The agent must also keep pausing at regular intervals instead of filling every gap of silence.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\">Tip #3: Follow Up with the Right (and Relevant Question)<\/h3>\r\n\r\n\r\n\r\n<p>If the prospect objects to an agent&#8217;s line of discussion, the agent must follow up with a relevant question about the said objection. This tactic will help provide insights into why the prospect is objecting in the first place.<\/p>\r\n\r\n\r\n\r\n<p>More importantly, the agent will get a better understanding of the issues and <a href=\"https:\/\/justcall.io\/blog\/customer-pain-points.html\" target=\"_blank\" rel=\"noreferrer noopener\">pain points<\/a> the prospect is facing and can customize the pitch accordingly.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\">Tip #4: Have Real Conversations with the Prospect<\/h3>\r\n\r\n\r\n\r\n<p>The end goal of having a <strong><a href=\"https:\/\/justcall.io\/blog\/cold-calling-ultimate-guide.html\" target=\"_blank\" rel=\"noreferrer noopener\">cold call<\/a><\/strong> is not always to make a sale. The call, if implemented correctly, can also help the company gain insights into the current needs and goals of the prospect. And the best way to make sure that your prospects convert is to have real conversations with them as opposed to driving one-sided conversations that feel unauthentic and scripted.<\/p>\r\n\r\n\r\n\r\n<p>One tried and tested way of getting the conversation flowing is by using the &#8220;Imagine If&#8221; scenario. You can also ask the prospect if they&#8217;d be interested in seeing a demonstration of the product.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\">Tip #5: Use the Right Sales Enablement Software<\/h3>\r\n\r\n\r\n\r\n<p>Considering the kind of pressure sales agents deal with, <a href=\"https:\/\/justcall.io\/blog\/sales-manager-job-description.html\" target=\"_blank\" rel=\"noreferrer noopener\">sales managers<\/a> must deploy every kind of tool and tactic to make their life (and sales) easier. And this is where a robust sales readiness platform comes into the big picture.<\/p>\r\n\r\n\r\n\r\n<p>Here&#8217;s how a data-driven sales readiness platform can help:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li><strong>Helps create recordings for training purposes:<\/strong> This tool allows agents to listen to <a href=\"https:\/\/justcall.io\/product\/record-phone-calls\/\" target=\"_blank\" rel=\"noreferrer noopener\">call recordings<\/a> for evaluation purposes and understand the best practices to embrace (as well as mistakes to avoid). Managers can easily record all calls and assess them for training and build a team of super agents.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li><strong>Helps managers train new employees:<\/strong> If quality agent onboarding is a priority for your organization, the right tool can drive customized learning, thanks to the easy availability of content enablement and dynamic content. These tools come power-packed with AI-driven quizzes\u00a0that can train agents and help them practice real-life scenarios to hone their <a href=\"https:\/\/justcall.io\/blog\/cold-calling-tips.html\" target=\"_blank\" rel=\"noreferrer noopener\">cold calling skills<\/a>.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li><strong>Helps drive virtual instructor-led training:<\/strong> Another benefit of having <a href=\"https:\/\/justcall.io\/blog\/what-is-sales-enablement-metrics-kpis-to-measure.html\" target=\"_blank\" rel=\"noreferrer noopener\">sales enablement<\/a> software is leveraging the power of <a href=\"https:\/\/justcall.io\/blog\/virtual-sales-training-guide.html\" target=\"_blank\" rel=\"noreferrer noopener\">virtual training<\/a>. Agents can tap into a powerhouse of coaching sessions led by seasoned instructors anytime, anywhere. The tool can double up as a knowledge hub of resources, articles, videos, and how-to tutorials that agents can access on the fly.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li><strong>Builds a culture of ongoing learning:<\/strong> The biggest strong point of cold calling is that the learning is ongoing. Even if the reps master the art of cold calling, there are always ways to improve the quality of the call, restrategize <a href=\"https:\/\/justcall.io\/blog\/handling-sales-objections-like-a-pro.html\" target=\"_blank\" rel=\"noreferrer noopener\">ways to handle objections<\/a> using video simulation, and more. A <a href=\"https:\/\/justcall.io\/solution\/conversation-intelligence\/\" target=\"_blank\" rel=\"noreferrer noopener\">conversation intelligence<\/a> training tool can assist agents in understanding what they&#8217;re doing right and what they&#8217;re doing wrong.\u00a0 \u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\">Tip #6: Provide Detailed Feedback at Every Step of the Training<\/h3>\r\n\r\n\r\n\r\n<p>Whether you use an AI-powered <a href=\"https:\/\/justcall.io\/blog\/sales-training-guide.html\" target=\"_blank\" rel=\"noreferrer noopener\">sales training<\/a> tool or not, providing detailed feedback to the agent is critical. This includes offering inputs on their tone, style, language, way of speaking and talking, and more.<\/p>\r\n\r\n\r\n\r\n<p>Many tools offer video simulation where the agents can keep improvising on their cold calling skills and boost their performance.\u00a0<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\">Tip #7: Empower Agents with Confidence<\/h3>\r\n\r\n\r\n\r\n<p>As mentioned earlier, constantly hearing the word &#8216;No&#8217; can dampen a sales agent&#8217;s confidence. However, the key is to enable agents to constantly focus on improving their competence levels. To do this, an agent must:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Study the profile of their customer and gain comprehensive insights into their likes\/dislikes<\/li>\r\n<li>Study the product\/solution in as much detail as possible<\/li>\r\n<li>Understand their own sales persona and keep conducting a SWOT analysis\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>By doing the homework, sales agents can tackle prospects with greater confidence. They should be able to gain the pulse of their customer and ace every cold call like a pro!<\/p>\r\n\r\n\r\n","protected":false},"excerpt":{"rendered":"<p>Cold calling is a tough nut to crack. After all, getting rejected multiple times a day can be disheartening&#8211;even for seasoned professionals. This is where a strategically-conceptualized cold calling training model can help.\u00a0 The Benefits of Cold Calling Sales Training Here&#8217;s what the data says about the advantages of cold calling training: Effective: 82% of [&hellip;]<\/p>\n","protected":false},"author":40,"featured_media":17752,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[{"id":300,"name":"Training and Coaching","slug":"training-and-coaching"}],"tags":[],"class_list":["post-17587","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-training-and-coaching"],"acf":{"featured_post":false,"small_title":"Cold Calling Training","videos":[21491,21294],"display_table_of_content":false,"table_of_content_items":null,"side_banner":null,"side_banner_link":"","highlight_section":null,"footer_cta_header":"","footer_cta_blue":null,"footer_cta_white":null},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How To Prepare Your Sales Agents For Cold Calls<\/title>\n<meta name=\"description\" content=\"Tips for sales managers to prepare their agents for cold calling success. Covers Practical insights for new and experienced sales professionals.\" \/>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Prepare Your Sales Agents For Cold Calls\" \/>\n<meta property=\"og:description\" content=\"Tips for sales managers to prepare their agents for cold calling success. Covers Practical insights for new and experienced sales professionals.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/web.justcall.dev\/blogv2\/how-to-prepare-your-sales-agents-for-cold-calls.html\" \/>\n<meta property=\"og:site_name\" content=\"Blogv2\" \/>\n<meta property=\"article:published_time\" content=\"2023-03-10T07:53:40+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-06-28T12:28:36+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/web.justcall.dev\/blogv2\/wp-content\/uploads\/2023\/03\/Cold-Calling-Training.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"720\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Sandeep Gaur\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sandeep Gaur\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How To Prepare Your Sales Agents For Cold Calls","description":"Tips for sales managers to prepare their agents for cold calling success. 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While he\u2019s not writing high performance email cadences for his team, he dabbles in blogging about Sales Strategy, Sales Tech and Sales Training.","sameAs":["https:\/\/justcall.io\/","http:\/\/localhost:8064\/jc-blogv2"],"url":"https:\/\/web.justcall.dev\/blogv2\/author\/sandy"}]}},"featured":false,"videos":["https:\/\/www.youtube.com\/watch?v=RAikJFelPoc","https:\/\/www.youtube.com\/watch?v=pBkS3HZxkTE"],"featured_image_url":"https:\/\/web.justcall.dev\/blogv2\/wp-content\/uploads\/2023\/03\/Cold-Calling-Training.png","_links":{"self":[{"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/posts\/17587","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/users\/40"}],"replies":[{"embeddable":true,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/comments?post=17587"}],"version-history":[{"count":4,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/posts\/17587\/revisions"}],"predecessor-version":[{"id":22084,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/posts\/17587\/revisions\/22084"}],"acf:post":[{"embeddable":true,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/videos\/21294"},{"embeddable":true,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/videos\/21491"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/media\/17752"}],"wp:attachment":[{"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/media?parent=17587"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/categories?post=17587"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/web.justcall.dev\/blogv2\/wp-json\/wp\/v2\/tags?post=17587"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}