Cold Calling Mastery: Practical Sales Skills

本课程是 Sales Skills: The Complete Practical Toolkit 专项课程 的一部分

位教师： Chris Croft 另外 1 个

包含在 Coursera Plus • 了解更多 中

您将学到什么

Learn practical cold calling techniques to build confidence, start conversations, and create more sales opportunities.

Use proven methods to reach decision-makers, handle objections professionally, qualify prospects, and secure meetings.

您将获得的技能

Prospecting and Qualification

Concision

Relationship Building

Telephone Skills

Sales Training

Sales Pipelines

Sales

Sales Process

Lead Generation

Selling Techniques

B2B Sales

Overcoming Objections

Closing (Sales)

Value Propositions

Call Center Experience

Business Development

Direct Selling

Sales Prospecting

Sales Strategy

Customer Relationship Management

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September 2026

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该课程共有8个模块

Created by Miles Croft (a sales expert who specialises in Cold Calling and Direct Sales), and brought to you by Chris Croft (an internationally respected management trainer who has helped more than 1,000,000 people develop their professional skills).

This practical course will teach you proven Cold Calling techniques that can be applied immediately.

This course develops practical, real-world cold calling skills for beginner and early-career sales professionals and other business communicators who work in English.

You’ll start by reframing sales as a problem–solution process and learn why effective cold calling must be adapted to different sellers, products, and prospects.

You’ll also explore the psychology of fear in outreach, analyze realistic best- and worst-case scenarios, and apply concrete techniques - such as tackling hard calls first, calling with a clear reason, and gamifying outreach - to make cold calling more manageable and sustainable.

From there, you’ll learn how to prepare like a professional: researching prospects using company, role, and contextual information;

setting up a productive calling environment;

and building concise, value-focused elevator pitches.You’ll design structured but flexible call blueprints that guide attention-grabbing openings, smooth transitions into discovery, and confident closes that secure next steps or permission for follow-up.

You’ll also focus on qualification using the BUNTA framework, open-ended and repeated “why” questioning, and active listening to uncover real needs and motivations, not just surface-level interest.

Finally, the course trains you to handle gatekeepers and objections with respect, strategy, and empathy.

You’ll practice practical methods for working with or getting past gatekeepers, and you’ll use tools like Peel the Onion and Feel–Felt–Found to respond to objections in a human, conversational way.

You’ll close by mastering essential aftercare: capturing accurate notes, updating your CRM, scheduling calendar-based follow-ups, and using relationship details and callback permission to create a reliable pipeline and more personalized, effective future outreach.

In this module, we'll build a strong foundation for effective cold calling by challenging common myths and focusing on practical principles that really drive results.

You'll learn why there's no perfect script and how successful sellers adapt techniques to their own style, focusing on value, tone, activity planning, and product conviction across industries.

涵盖的内容

7个视频 1篇阅读材料 1个作业 2个讨论话题

Introducing Your Instructor • 2分钟

Cold Calling Foundations — Welcome • 1分钟

Introduction to Cold Calling: Mindset & Applications • 1分钟

Unfortunate Truth: Cold Calling • 1分钟

Cold Calling Techniques — 3 Practical Tactics • 1分钟

Salesman's Talent — Cold Calling Essentials • 2分钟

The Three Things to Take Away From This Course • 3分钟

My Calls Calculator • 10分钟

Initial Tips Quiz • 15分钟

Discussion: What are you hoping to learn/achieve from this course? • 10分钟

Discuss: What is the value your product offers to customers? • 10分钟

This module is designed to help you overcome the anxiety that often holds people back from making cold calls.

Through practical mindset shifts and simple routines, you'll learn how to reframe rejection, approach calls with clear purpose, build momentum through repetition, and treat prospects as people, not obstacles.

涵盖的内容

7个视频 1篇阅读材料 1个作业 2个讨论话题

Conquering Cold Call Fear • 1分钟

Cold Calling: Best & Worst Case Scenarios • 2分钟

Eat That Frog — Cold Calling First-Call Technique • 2分钟

Have a Reason: Purposeful Cold Calling • 3分钟

Gamify Cold Calling • 2分钟

They're Human — Humanize Your Cold Calls • 2分钟

Wrap Up: Overcoming Fear in Cold Calling • 1分钟

Know Your Value — 10-Point Product Benefits Exercise • 10分钟

Getting Over the Fear Quiz • 9分钟

Discussion: Compare Your Best-Case and Worst-Case Call Outcomes • 10分钟

Design a Personal Cold-Calling Game Plan • 10分钟

In this module, you'll discover how preparation can boost your confidence and effectiveness in cold calling.

We'll cover how to research prospects, set up your calling environment, clarify your value, and craft a concise pitch that highlights meaningful benefits—helping you sound prepared without sounding robotic.

涵盖的内容

6个视频 1篇阅读材料 1个作业 1个讨论话题

Cold Calling — Preparation Essentials • 1分钟

Research: Tailor Your Cold Calls • 3分钟

Cold Calling: Set Up Your Environment • 4分钟

Elevator Pitch: Cold Calling Essentials • 2分钟

Pitch Tips: 5 Must-Haves for Cold Calling • 7分钟

Cold Calling Wrap-Up: Prep That Converts • 1分钟

Five Pitch Must-Haves • 10分钟

Your Refined Sales Pitch • 30分钟

Audit Your Calling Setup and Note-Taking Process • 10分钟

Gatekeepers can be one of the biggest challenges in outbound calling. In this module, you'll learn who gatekeepers are, why they matter, and how respectful, strategic communication can help you get through while maintaining your professional credibility.

涵盖的内容

4个视频 1个作业 3个讨论话题

Gatekeepers: Introduction to Getting Past the Blockers • 1分钟

Who Are They? — Gatekeepers in Cold Calling • 2分钟

Five Methods: How to Get Past Gatekeepers • 4分钟

Cold Calling Wrap-Up: Respect the Gatekeeper • 0分钟

Gatekeepers Quiz • 15分钟

Reflect on a Gatekeeper Interaction from Both Perspectives • 10分钟

Rewrite a Poor Gatekeeper Exchange • 10分钟

Commit to One Change in How You Handle Gatekeepers • 10分钟

This module will help you turn your preparation into a practical structure for real conversations.

You'll work through the parts of a cold call—from the opening and hook to the bridge, qualification, and close—so you can stay organized under pressure, adapt naturally, and guide the conversation toward a clear next step.

涵盖的内容

5个视频 2篇阅读材料 1个作业 2个讨论话题

Cold Calling: Build Your Script (Introduction) • 1分钟

Cold Call Opening & Hooks • 3分钟

Bridge & Qualifying: Open Questions to Qualify Prospects • 2分钟

End Strong: Assumptive Closing for Cold Calls • 2分钟

Cold Calling Wrap-Up — 5-Part Call Blueprint • 1分钟

Mastering the Cold-Call Hook • 10分钟

Structure of a Cold Call — Example & Practice Templates • 10分钟

Script & Structure Quiz • 9分钟

Rewrite Your Hook Below • 10分钟

Practice Closing for a Clear Next Step • 10分钟

In this module, you'll develop the skill of qualifying prospects to determine if they're a real fit and what they truly need.

You'll use the BUNTA framework, ask strong open-ended questions, and practice active listening to uncover budget, timing, authority, and underlying needs before investing more time.

涵盖的内容

6个视频 2篇阅读材料 1个作业 2个讨论话题

Qualifying Prospects — Save Time in Cold Calling • 1分钟

BUNTA — 5-Question Cold-Calling Framework • 6分钟

Asking Why — Use the Five Whys to Discover Prospect Needs • 2分钟

Open Questions: QAC Technique for Cold Calling • 1分钟

My Secret — Cold Calling Tip • 2分钟

Wrap Up — Qualifying Calls (BUNTA) • 1分钟

Understanding B-U-N-T-A — Five-Point Sales Qualification Framework • 10分钟

Open Questions — Cold Call Question Framework • 10分钟

Qualifying Quiz • 6分钟

Name An Example Where the True Cause Took a While to Uncover • 10分钟

Rewrite a Closed Question into an Open Discovery Question Using QAC • 10分钟

This module will guide you in responding productively when prospects push back or say no.

You'll learn to distinguish rejection from objection, probe for real issues, and use techniques like Peel the Onion and Feel-Felt-Found to respond with empathy and clarity, helping you decide when to continue or move on.

涵盖的内容

6个视频 1篇阅读材料 1个作业 4个讨论话题

Introduction - Handling Rejection & Objections in Cold Calling • 1分钟

Get Over It — Handling Rejection in Cold Calling • 1分钟

Objection Handling — Cold Calling • 2分钟

Peel the Onion — Uncover True Objections • 2分钟

Feel, Felt, Found — Empathy-Based Objection Handling • 3分钟

Objections Wrap-Up: Ask, Peel, Solve • 1分钟

Handling Objections — Master Cold Calling Quick Reference • 10分钟

Rejection & Objection Quiz • 9分钟

Interpret what a prospect's no might really mean • 10分钟

Discuss - How Can You Ask Why Without Sounding Defensive or Pushy? • 10分钟

Write a layered probing path for a surface objection • 10分钟

Write Your Own "Feel Felt Found" Response to a Rejection You Had Recently • 10分钟

After the call is just as important as the call itself. In this module, you'll learn how to secure next steps, document details, use CRM and calendar tools effectively, and maintain continuity across conversations to build a stronger long-term prospecting process.

涵盖的内容

7个视频 2篇阅读材料 2个作业 1个讨论话题

Cold Calling: Aftercare Essentials (Introduction) • 1分钟

Next Steps: 3 Essentials to Close the Call • 2分钟

Calendar-Powered Leads • 3分钟

Relationships - Football, CRM, Permission to Call Back • 4分钟

Wrap Up • 0分钟

Top 3 Recap - Why, Improvements, & Post It • 2分钟

Congratulations! • 1分钟

My Favourite CRMs • 10分钟

Performance Tracker Template • 10分钟

After Care Quiz • 9分钟

Your Next Steps • 30分钟

Do You Use a CRM? What Are Your Thoughts on it? • 10分钟

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