Making Appointments by Telephone

Posted on October 12th, 2020

Making Appointments by Telephone

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.

 

How to open the sales conversation

 

Once through to the right person they learn how to open the conversation, what to say to keep the conversation going, and most importantly how to help the prospect to quickly realise the value in finding out more.

The emphasis is focused strongly on results. Participants have ample opportunity to practise the techniques using the tele-trainer equipment. They return with all the necessary skills and motivation to convert each telephone call into a date in the diary.

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.

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

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.

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.

This programme is available on request. In-person or virtual delivery.

In-company workshop. One day, bespoke.
+44 (0)20 7381 6233

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