This document summarizes a cold calling workshop that discusses how to effectively conduct cold calls. It outlines tips for starting a call, such as using the START model to set up for success, take control of the call, ask high-value questions, remove obstacles, and take care of the customer. It also discusses communicating effectively by validating statements, listening, understanding the customer's perspective, uncovering needs, and avoiding transactional questions. Additionally, the document covers brainstorming the objective and tone for different types of customers and simulating a cold call with feedback.

1. Cold Calling
Workshop
AIESEC NTU, Business Development, 16 Oct 2012

2. BRAINSTORMING
From the point of view of your customer
2. What would your customer think and feel?
1. What is the objective of your call?

3. The 3 Vs
Verbal
7%
Vocal
(Tone)
38%
Visual
55%
Face to Face
Verbal
16%
Vocal
(Tone)
84%
Phone Communication

4. HOW TO START

5. START Model
Set up for success
Take control of your call
Ask high value questions
Remove all obstacles and close
Take care of your customer

6. Communication Tips
• Validate the other person’s statement
• Listen
• Know what they are thinking
• Uncover customer needs
• Avoid opening with transactional questions

7. BRAINSTORMING
Categories of Customers
2. What type of tone to use for different people?
1. What are the characteristics of different people?

8. 4 Types of Customers
Precise Energized
Assured Kind

9. Activity!
Imagine you are about to make a cold call to a
prospective company for GIP.
1. What is the flow of your cold call?
2. Simulate a cold call
3. Give feedback to each other

10. Reflections
• What have you learnt from
today’s session?
• Where else can these
• What do you intend to do
differently in the next 21 days?

11. Commitment Session
What do you want to learn in
AIESEC?
List the number of company
meetings in which you want to
set up in the next 21 days.