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Sales Course - Getting Appointments Over The Phone

Classroom based course with study materials, tutor support and Certificate of Acheivement included

ATA (Asset Training Academy) LTD


£390 inc VAT
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Visa Debit/Credit Card, Paypal or Cheque. Payment must be made in advance of the course. We are...

Study method
No formal qualification
  • Certificate of completion - Free
Additional info
  • Tutor is available to students

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Location & dates

Cornwall Street
West Midlands
United Kingdom
The Barbican
Beech Street
City of London
United Kingdom
Wellington Street
West Yorkshire
United Kingdom
Old Hall Street
United Kingdom


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.


Certificate of completion

Digital certificate - Included


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.

Who is this course for?

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).

Questions and answers


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Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body's logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.