logo

Making Appointments by Telephone

Posted on October 12th, 2020

Making Appointments by Telephone

Convert cold calls into conversations - get more meetings in your diary.

Turn Calls into Appointments

On a list of activities sellers feel good about, prospecting usually lies somewhere between public speaking and bungee jumping. However, making telephone appointments with potential new customers is where selling begins. This inspirational one-day course is about how to make it a strength, not an Achilles heel.

Anyone who has ever picked up the telephone to make a cold call, or followed up after they've emailed information, knows that it's a much more difficult task than making a face-to-face call.

On this highly practical course, appointment makers learn how to improve their chances dramatically. They learn how to overcome call reluctance and instantly get gatekeepers on their side.

For more programmes focused on developing sales capability and confidence, see our Sales Training courses.

"Brilliant structure. Well linked to everyone’s individual needs and requirements so as not to make anyone feel left out or not applicable. I will definitely recommend Deborah. I found this incredibly useful."

- RO, Sales Specialist, Resinex

On a list of activities sellers feel good about, prospecting usually lies somewhere between public speaking and bungee jumping. However, making telephone appointments with potential new customers is where selling begins. This inspirational one-day course is about how to make it a strength, not an Achilles heel.

Anyone who has ever picked up the telephone to make a cold call, or followed up after they’ve emailed information, knows that it’s a much more difficult task than making a face-to-face call.

On this highly practical course, appointment makers learn how to improve their chances dramatically. They learn how to overcome call reluctance and instantly get gatekeepers on their side.

What You’ll Learn

At the end of the course participants will:

  •  Know exactly what to say to make more appointments.
  • Learn how to handle early ‘general sales resistance’.
  • Be able to use a structure as well as a personal style.
  • Feel more confident to pick up the telephone and make the call.

  • How to structure each call from a dynamic beginning to a positive end.
  • How to develop a basic script that works.
  • How to talk to and get beyond gatekeepers.
  • How to sound confident – not pushy.
  • How to qualify quickly and efficiently.
  • How to handle negative responses – without feeling rejection.
  • How to ask key questions to keep the momentum going.
  • How to handle the early price challenge – so it’s not an issue.
  • How to build an instant rapport.
  • Why ending a call with ‘Keep us in mind’ is hopeless, and what to say instead.
  • How to get attention with voicemail. What never to say.
  • How to make your personality a vital asset.
  • How to confidently ask for the appointment.
Frequently Asked Questions
Everything you need to know about our Making Appointments by Telephone programme

This is a highly practical intervention focused on turning calls (cold, warm or follow-up) into real appointments. It builds confidence in prospecting and equips participants with techniques to convert more calls into meetings.

The making telephone appointments programme is suitable for anyone who would like to improve his or her ‘conversion rate,’ whether the challenge is cold calling, resurrecting an old database or networking with existing clients to find new business.

You will learn how to:

  • Overcome call reluctance and psychological barriers
  • Bypass gatekeepers and gain access to decision-makers
  • Open calls clearly and compellingly
  • Structure your pitch with focus and brevity
  • Handle objections and interruptions
  • Use trial closes and ask for meeting commitment
  • Rescue stalled calls and re-engage prospects

Skill+Will™ is central to LDL’s approach: making appointments requires both adept technique (skill) and the confidence, persistence and mindset (will) to make it happen. This programme cultivates both.

This programme is offered on request only (bespoke), either in person or virtually. It’s structured for high practice, feedback and role-play.

Yes. We adapt the call scripts, industry-specific objections, scenario role plays and techniques to your market, audience and prospect profile. Find out more on our tailored solutions page.

As this is a bespoke in-company programme, it can be delivered for groups of up to 12 participants to ensure interaction, discussion and effective coaching.

Delivered by senior LDL consultants with strong experience in prospecting, tele-appointment making, and sales development.

What Participants Say
“Excellent. Delivered in a very informative, relaxed style with great tips. Mix of people and companies was great with good interaction. Thought provoking and has given me confidence.”
– GB, Business Development Coordinator, Out of Eden.
“The course gave me much needed advice and tips on telephone selling and increased my confidence. The role play was very helpful and great practice.”
– GH, Marketing, Trilux Lighting
“The programme was excellent. In particular how at key points in the course we were encouraged to link back to our current role.”
– CP, Account Manager, Hostcomm
“Excellent. Informative. Confidence boosting. Enjoyable. Excellent presenter. Well structured.”
– CS, Business Manager, Protan (UK)
“Really practical and informative. Deborah was really energising and adapted the training to areas of the sales process that were relevant to the group.”
– CL, Sales Manager, Connect Catering
“Deborah was very experienced and kept the flow going so time flew by – controlling the team was sometimes a challenge but managed perfectly.”
– HB, Sales Manager, Keytracker
Want to tailor this programme?
IN-COMPANY ENQUIRY

Tailored for Your Business

This programme is designed and delivered exclusively for your organisation. We adapt content, format and delivery to fit your team, your market and your objectives.

Get in touch to arrange a no-obligation discussion, and we’ll help you design the right approach for your business.

Categories: ,
Skills blog
Your State ‘Switch’ – The Secret To Giving A Great Speech Or Presentation

You know those occasions when it really counts — the important speech, the big presentation, the high-stakes sales meeting, the leadership announcement. You want to be at your best when it counts, but how can you switch yourself on and access your ‘A’ game on demand?  What ensures you will perform at the upper range […]

READ MORE
Coaching and Feedback in 2025: Why, How, What — and What’s Next?

Imagine a football coach who speaks to their players only once a year, offering a few general comments about their performance, and then disappearing until the next season: “Good luck, lads!”. It’s unthinkable in sport. Yet that’s still how many workplaces handle feedback and development. In today’s fast-changing world of work, annual reviews and occasional […]

READ MORE
3 Keys to Virtual Selling Success

Selling has evolved. Virtual sales meetings, typically on Zoom or MS Teams, are now standard practice. Surveys confirm many buyers actually prefer it. Virtual selling is here to stay.

READ MORE