How To Design Cold Calling Online Training Courses
Cold calling skills may come naturally to some employees. But most sales people struggle with this aspect of the job. This is particularly the case for introverts and new hires, who aren’t comfortable reaching out to complete strangers. Thankfully, there are some online training techniques that can help. Here are 8 tips for developing cold calling online training courses that turn prospects into loyal customers.
1. Target Active Listening Skills
Being able to listen to what a customer is saying and then read between the lines is essential for cold calling. Employees must also ask the right questions in order to identify the pain point and address the problem. All of these abilities fall into the realm of active listening skills. Your staff may be calling the prospect to promote your eLearning product or service. But this isn't the main objective. The primary purpose is actually to gain the trust of the client and learn as much as you can about their habits, needs, and spending behaviors. This helps your organization match the customer with eLearning goods or services that fill the gap. One of the most effective ways to build active listening skills is through branching scenarios. Employees get the opportunity to perfect their technique and listen to eLearning character personas before cold calling real prospects.
2. Build Experience Through Online Simulations
Another real world experience builder is online training simulations that feature common challenges or obstacles. Of course, it's impossible to include EVERY situation employees will encounter. However, online training simulations can equip them with the skills and knowledge they need to adapt. For example, the online training simulation gives them a difficult client who is already using another vendor. Employees must use all of their insight, skills, and experience to overcome this hurdle and offer the client the right incentive. When they face similar challenges in the workplace, they already know how to handle the situation and achieve the desired outcome. Online training simulations give sales employees the building blocks for success. And they can use these blocks in a variety of different combinations, depending on the circumstances.
3. Stress The Objectives
This tip is actually two-fold. First, you must identify and stress the learning objectives of the cold calling online training course, itself. Employees have to know why they need the cold calling online training program and how it's going to benefit them. Secondly, you must clarify the objectives of your cold calling campaign. Your sales team needs a focal point for their efforts. Highlight the objectives before the cold calling online training course and then refresh their memory after each online training module or activity. You can also include case studies and real world examples that stress the importance and advantages of cold calling.
4. Focus On Research Skills
Cold calling is a bit of a misnomer. It's true, you're cold calling prospects without any concrete leads. But there is some degree of research involved. For this reason, your cold calling online training course should involve research skills, particularly if your employees aren't tech-savvy. They must be able to navigate the online landscape to find information about the prospect, such as the company's history and its current needs. This also involves looking up the names of key figures within the organization and how to reach them.
5. Create A Question Map
It's important to remember that cold calling is a dialogue, not a solo performance. It's all about asking the right questions and giving the right responses. Therefore, it's wise to create a question map that your employees can follow. Better yet, give more experienced employees the chance to make their own. Start with the lead question and then create branches that account for the most logical replies. Eventually, sales employees won't require the question map once they gain enough cold calling experience. Posing questions and giving poised responses will come as second nature. This is also a great alternative to scripting, which can seem inauthentic or rehearsed.
6. Outline Every Step Of The Process
There is a specific process that you want your employees to follow during cold calling. You've gone to a lot of trouble to perfect this process, and probably some costly trial and error. Outline every step, sub-task, and skill involved so that employees can use it as a guideline. Ultimately, they will find their own approach, but the basic process will always stay the same. You can use bulleted lists, interactive online tutorials, or clickable walkthroughs to give them all the info they need.
7. Online Collaboration Fosters Cold Calling Skills
Online training simulations and branching scenarios offer their own unique benefits, but online collaborations offer a personal touch. Employees are able to interact with their colleagues, share experiences, and participate in lively debates. The secret to fostering online collaboration is giving them a virtual meeting space. Create closed social media groups that focus on specific subjects, such as cold calling tips or common hurdles. Encourage employees to participate in the online discussion or even create a post of their own.
8. Create A Confident Online Training Community
Your employees need ongoing support. After they complete the cold calling online training course and gain on-the-job experience, they'll still have questions and concerns that must be resolved. This is when a supportive and communicative online training community becomes an absolute necessity. Cold calling requires confidence. Online forums, social media groups, and blogging communities can boost employee confidence and provide valuable feedback. They are no longer a lone sales employee, but an integral part of a larger online training community.
Think of cold calling as a way to unlock sales and expand your customer base. With experience, skills, and professional know-how, your employees will hold the key. Use these 8 tips to create an effective cold calling online training course for your organization and rise above the competition.
What do you do when your top seller is out sick? You train other members of your staff to cold call and seal the deal. Read the article 7 Tips To Integrate Cross-Training In Corporate eLearning to learn how to integrate cross-training into your corporate eLearning strategy.