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LinkedIn Learning

Cold Calling Business Leaders

via LinkedIn Learning

Overview

Optimize your cold-calling approach. Get strategies that can help you confidently sell to CEOs, department heads, and other senior business sales prospects.

When it comes to cold prospecting, speaking to business leaders directly is often seen as a scary prospect by new and experienced salespeople alike. This fear is, however, unwarranted; business leaders have ultimate decision-making power, and therefore will be involved in the buying process at some point. In this course, sales professional and prospecting coach Miles Croft explains how he successfully approaches business leaders on all levels, as well as what he has experienced to be the most common pitfalls that result in lost sales. Each lesson is straightforward, practical, and can be used in the real world right now. After completing this course, you'll have the tools you need to confidently call the managing directors, CEOs, and department heads of the world—and your sales processes will become more streamlined as you sell directly to the top.

Syllabus

Introduction
  • Cold calling
  • What is a business leader?
  • Why call a business leader?
  • The rules of selling to business leaders
  • Wrap up
1. Personality Color Types
  • Introduction
  • Personality colors theory
  • Red personalities
  • Yellow personalities
  • Blue personalities
  • Green personalities
  • Cross-types
  • Wrap up
2. Calling Different Job Titles
  • Introduction
  • Gatekeepers
  • Business owners
  • Managing directors and CEOs
  • Department leaders
  • Wrap up
3. Approaching Business Leaders
  • Introduction
  • Find direct routes
  • Using disarming honesty and humor
  • Earning the sale
  • Assertive tone of voice
  • Gap selling
  • My tricks and tips
  • Wrap up
4. Dealing with Business Leaders
  • Introduction
  • Next actions
  • Taking ownership of tasks
  • Wrap up
Conclusion
  • Congratulations!

Taught by

Miles Croft

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