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Huizenga College of Business Students

Cold Call Techniques and Strategies

1 Full Day  |  .6 CEUs

Cold calling doesn't work. That's right; we said it DOESN'T work - at least not in its traditional sense. If your sales prospecting has left you feeling like a telemarketer, or without the results you used to receive, then this course may have something for you! You'll learn how to increase your prospecting outcomes on the back-end by better qualifying your prospects on the front-end. You win or lose before you ever get started based on your preparation! Stop calling people you don't know, who don't know you, and who ARE not expecting your call.

Program Description

This one-day program is designed to help sales professionals adapt their prospecting skills and techniques to the information age. Learn how to extend your reach from gate keepers to key decision makers, overcome objections and develop a concrete prospecting system that gets results.

Learn effective and winning techniques and strategies that allow you to warm the cold call process. Spend less of your time making excuses and more of it making contacts and setting follow-up appointments.

Note: In addition to class discussion and activities, participants can select to engage in phone sales calls to practice using techniques and strategies covered in the course. If selected, participants should come with a pool of prospect contact information. Access to a laptop or wireless notebook will also be beneficial.

Learning Outcomes

Our sales experts will give you the tools to call people whom you know something about, whom you can immediately demonstrate value for and even help them expect your call. You will learn effective and winning techniques and strategies that allow you to warm the cold call process. Spend less of your time making excuses and more of it making contacts and setting follow-up appointments.


This course is designed for sales people who want greater R.O.Y.T. (Return on Your Time), whose relationship selling seems to be mediated by voicemail, who can't get past the "gate keeper" and to the "decision maker', whose current prospecting systems just won't suffice and are tired of feeling like a telemarketer, who want to work smarter, NOT harder, and who know there has to be a better way.

Program Dates / Locations

While this course is not scheduled at this time, any of the executive education programs offered by the Hudson Center of Entrepreneurship and Executive Education (HCEEE) can be delivered to your organization either in our classroom or at your location. Please contact us for more information.

Program Fee

Fee of $395 includes tuition, instructional materials and lunch.


John F. Riggs, D.B.A.

Dr. Riggs is an Assistant Professor of Marketing at Nova Southeastern University. He has more than 25 years of professional and managerial sales expertise. His experience ranges from sales representative to area and regional sales director all the way to VP of sales. Dr. Riggs has worked in pharmaceuticals at such companies as MedPointe, Aventis, and The Medicines Company, as well as in corporate and international sales management. Today, he has entered the academic arena, where he teaches the sales managers of tomorrow. In addition to his professional accolades, Dr. Riggs is a renowned speaker who will teach you skills that will help you become a more successful and effective sales executive. Bottom line–you will learn how to immediately increase sales productivity and improve your company's revenue.

Comments From Past Participants

"Appraising your team, and yourself is one of the most valuable exercises you can undertake, and this course delivers tools to do so."
Frederick Hickey, President | Trumeter

"Very helpful you can apply in a business or in personal life."
Adriana Guimaraes, Vice President | Green Mood Fresh

Course Customization

Using core programs, we can customize the material to fit your corporate training needs. With our extensive resources and program facilitators, we will design a program that is tailored to fit your specified objectives and requirements.

Substitution, Cancellation, Fee and Transfer Policies

We realize that occasionally you need to cancel your registration. You can substitute another individual in your place at any time prior to the first day of a program.

If you wish to receive a credit toward a future program: we will allow you to transfer you registration to a future date of the same program you are enrolled in currently, provided we receive written notice two weeks prior to the start date of the class you are currently registered in. You are permitted to re-register only one time.

If you wish to receive a refund: written cancellations received 30 calendar days before a program begins will be issued a full refund, less a $150.00 processing fee; written cancellations received 6 to 29 calendar days prior to the start of a program will get 50 percent of the registration fee refunded. We apologize but we cannot provide a refund if we receive your written cancellation in five or fewer business days prior to the start of the program.

In the event of non-payment, the responsibility for any fees incurred in collecting the payment is the responsibility of the customer.

Fees and dates are subject to change without notice.

Contact Information

For additional program information, please contact us at:

Hudson Center of Entrepreneurship and Executive Education
H. Wayne Huizenga College of Business and Entrepreneurship
Nova Southeastern University
3301 College Avenue, Carl DeSantis Building, Suite 2088
Fort Lauderdale-Davie, FL 33314
Tel: 954.262.5161
Toll Free: 800.672.7223, ext. 25161
Fax: 954.262.3188

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