Cold calling workshop scheduled for Oct. 5

by / 0 Comments / August 16, 2017

The Catering Institute is hosting its Cold Calling Techniques Workshop, in partnership with the Georgia Restaurant Association (GRA), and registration is now open.  The workshop is being held Oct. 5, 2017, at Georgia Power Resource Center in Atlanta from 9 a.m. – 5 p.m. Registration is $299 or $249 for GRA members. (Click here to register.)

The workshop will be taught by restaurant catering sales expert Tracy Avolio. In this full day, interactive session, attendees will be provided with a targeted, specific sales training course that will enable them to acquire new catering customers and build relationships that develop order frequency. Attendees also will learn about the need for cold calling and prospecting, and the affect it has on their overall sales success.

“There is a lot of fear surrounding cold calling and it is the part of catering sales people hate the most. Many catering sales reps avoid it at all cost, but it’s an important part of what we do,” Avolio  said. “The fears of cold calling are something catering sales reps have to overcome and if we get good at it and get over our fear of it, we’re going to be better than the next guy. Cold calling has to be part of the tactics we use to grow catering sales and if we do it right, we will be more successful as sales professionals.”

Skills training will focus on the techniques to master cold calling as a sales driving activity that generates and qualifies leads, determines decision makers, solidifies meetings and closes sales.  Training will focus on the following concepts:

  • Prospecting
  • The Fear Factor / Sales Call Reluctance
  • How to Change Your Thinking
  • Creating Compelling Reasons to Engage
  • Pre-Call Planning
  • Diversionary Tactics
  • Developing Your Prospecting System
  • How to Overcome Objections
  • Create Highly Effective Voicemails
  • Addressing the Gatekeeper
  • A Day in the Life of a CSM



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