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 new prospects 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 sent out literature, 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.
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.