How to Cold Call and Build New Customers

If you’re like most sales people you can think of a million excuses not to cold call. Rejection is tough to take. But cold calling is necessary since new business often accounts for as much as 50% of your production.

Star sales people find ways to make cold calling productive and even fun. Now you can learn to use these techniques at How to Cold Call and Build New Customers.

This new, one-day workshop from Dale Carnegie Training® will show you how to make strong calls that lead to new business. You will improve your hit ratio and no longer suffer the rejection caused by a steady stream of no’s.

You’ll learn how to maneuver the modern obstacle course – gatekeepers, e-mail and voice mail – that prevents you from getting to the prospect. You’ll write and deliver a 45-second cold call presentation with power questions to engage your prospect, plus learn what to do once you have the appointment.

This information-packed workshop guides you from pre-call planning through follow-up. You’ll learn a process that works to consistently get more appointments and write more business. Take the stress out of cold-calls and improve your hit ratio with How to Cold Call and Build New Customers.


  • Use effective power phrases to gain appointments
  • Be poised and confident when cold calling
  • Use language that gets prospects excited
  • Appeal to buyers’ needs, wants, and interests
  • Maintain a positive attitude toward cold calling
  • Make sure you have the 6 “must knows” before you pick up the phone
  • Use three methods to get past gatekeepers
  • Leave voice mail messages that create callbacks
  • Leverage 9 principles to strengthen relationships
  • Use prospecting tools for new business development
  • Use Daily Activity Sheets and Opportunity Charts to increase your effectiveness

“Gaining credibility was a critical step in fulfilling our mission to improve the delivery of healthcare. Dale Carnegie Training® complements our internal training efforts by providing a well-structured program for improving performance.”

                                                                        Director, Customer Service A Healthcare Performance Measurement & Improvement Company