Sales Course - Getting Appointments Over The Phone

This 1 day ‘Winning Ways to Set Appointments on the Telephone’ course is aimed to help participants who are responsible for setting appointments for others, or for themselves where they wish to make the appointment prior to a face-to-face meeting. They will develop and use a proven range of skills, tools and techniques to engage with people on the telephone in a much more effective and considered way.

Covering the tough topics such as getting past gatekeepers, and warming up the clients for the actual follow-up sales appointment – will make a big difference to your business.

It will build confidence and allow them to spend their time much more productively, and also pre-prepare the sales team for when they attend their appointments.

The programme covers the essential steps that need to be under-taken in order to plan and engage with potential new clients on the telephone – especially where there is little or no existing relationship. It is aimed to build your confidence and skills, and ultimately your daily approach. By the end of the course you will be able to:

• Explain and understand what your potential clients have to manage themselves in a typical day – and how this affects their response to your telephone call
• Clearly articulate what the W.I.I.F.M is (for the customer) from your call
• Learn how to turn a potential ‘cold call’ into a ‘warm’ and conversational discussion that will be received well
• Find out how to listen more on the telephone instead of using too many questions
• Techniques of identifying what customers see as the ‘hook’ or reason for continuing the call / agreeing to an appointment
• Understand the ways to effectively move past ‘gatekeeper’s and handle those ‘difficult objections’ that often arise
• Learn how to create interest in your potential customer, and then sell the appointment so that they want to know more!
• Learn the importance of following up the call, and confirming the appointment
• Create a weekly engagement and time plan to suit your customers, sales team and you, with knowledge of how to apply the approach you have chosen

Participant Packs

On completion of the course, Participants will receive a Participant pack, which includes:

• Course workbooks, templates and key reading materials
• Certificate of Attendance

Added Value

The course trainer will work with all Participants to identify their ‘hooks’ and topics to create customer curiosity; their specific call approach; personalised phrases for objection handling, and a partial filled activity plan for the following weeks calls – that can be extended into a full blown plan back in the office.

This course will benefit anyone who is responsible for setting appointments and making contact with for the first time. It will provide you with structure and guidance, and more importantly approaches for gatekeepers, and difficult people who don’t welcome your call. It will also give you confidence when talking to the right person to be able to only make the appointment (and not sell your companies products / services).

Certificate of completion

Digital certificate - Included