Half-day 1: communication and non-verbal signals
We look at the basic theories of communication and the impact of non-verbal signals during cold calling.
This page was translated from Dutch with AI.
Cold Calling Techniques
Cold calling feels daunting to many people, because of the fear of rejection and the feeling that you are interrupting someone's day. In this in-company training you learn to call with more confidence and purpose. The training consists of two half-days for 6 to 12 participants, in Dutch or English.
Do you recognise this?
The calling block is in your diary and the list of names is ready. You take a sip of coffee, tidy your desk and quickly answer an email. Only after half an hour do you get to the first number.
When someone answers, you hear your own opening line sound stiff. The conversation is over before you know it, and you move on to the next number feeling smaller than before.
You know that calling is part of your job, yet you put it off:
- you are afraid of rejection;
- you find it uncomfortable to interrupt someone's day;
- you do not quite know how to communicate effectively in a first conversation;
- negative reactions from prospects gnaw at your self-confidence and your motivation.
That is recognisable and it is learnable. You start with the obstacles you experience yourself, and then apply principles that help you call confidently and purposefully.
Why does calling remain so daunting?
Every conversation that runs stiffly confirms what you already feared. So you put off the next one, and the longer you wait, the higher the hurdle becomes. That brings little contact and little practice, and so it continues to feel uncertain.
It drains energy. You sit at your desk with a task you would rather not do, and you take every rejection more personally than it is intended. This lowers your motivation, even though you can talk well about your offer.
It does not have to stay this way. Calling is a skill with principles, and you can learn them.
How do you call with more confidence?
Calling confidently is not a character trait. You learn it by understanding why people are open to a conversation and by practising a lot.
Our coaches understand how daunting that first number can feel. In two half-days we look at the basics of communication and the impact of non-verbal signals, then you practise persuasive conversations and dealing with resistance in role plays.
You start with the obstacles you experience yourself. This way you build the approach behind the results below step by step, and you become more confident and purposeful on the phone.
What you can do after the training
After the training you can:
- develop strategies for persuasive cold calling, based on the psychology behind persuasive communication;
- identify the needs of a prospect and adapt your approach to show value and build trust;
- use body language, voice intonation and other non-verbal signals to strengthen your message;
- deal with resistance and conflicts in a conversation;
- give and receive constructive feedback, so that conversations run more smoothly.
How we approach it
The training consists of two half-days.
Half-day 2: having persuasive conversations
You practise having persuasive cold calling conversations and dealing with resistance in workshops. Role plays and practical exercises help you apply it.
Afterwards you keep practising
Every training is extended in the THOC Learning Space. You get extensive course material, including a syllabus and instructional videos, and an AI Coach who knows the lesson.
We work experientially: you practise with situations that resemble real conversations and share experiences with the group.
Who gives this training
Our coaches can give this training. Do you want your team to approach leads with more confidence? Tell us which conversations are the most difficult for you, and we will tailor the role plays to them.
Frequently asked questions
For salespeople, account managers and anyone who has to cold call prospects and wants to gain confidence in doing so. It is an in-company training, so you practise with your own situations and conversations.
Two half-days. The first is about communication and non-verbal signals. The second is about having persuasive conversations and dealing with resistance, with role plays and practical exercises.
With six to twelve participants per group, so that everyone can practise and get feedback. The training is available in Dutch and in English. Let us know which language your team prefers.
Every training is tailored, so we work with a quote after we have heard your request. If you want to combine this with other skills, request a tailored training.
Your material remains available in the THOC Learning Space, together with an AI Coach who knows the lesson. This way you can continue to practise at your own pace.
Practical details
- Languages: English, Dutch
- Participants: 6 to 12