“If you have no prospects, you have no prospects!”
Appointments are the key to any successful salesperson. Unfortunately the luxury of having others do this for us is, for most people, in the past, it is now a key responsibility for sales people to make their own appointments.
This course has one focus only, making more appointments!
Who should attend
The appointment making training programme is suitable for salespeople who need to use the telephone to proactively approach customers to book meetings and get in front of more prospects
Course content:
The 3 golden rules of telephone selling
Different levels of customer interaction - human and business
Opening with impact
Communication skills - questioning, listening, use of words, tone etc
Opening the telephone call; putting the customer at their ease
How to develop and maintain call structure
Handling objections
Closing for the appointment
Handling challenging calls
Delegates will learn to:
Describe the different levels of customer interaction
Demonstrate active listening skills
Explain the different types of communication
List what types of questions get the best information and which types of questions to avoid
List the 3 golden rules of appointment making
List the AIDA process and how it adds value to making an appointment
Establish their own structure for a Telesales call using all stages from opening the call to closing the call
