Winning Ways to Set Appointments on the Telephone
Duration: 1 Day
- Public/Open Course
- In-House Training
- Virtual Classroom
Winning Ways to Set Appointments Over the Phone
SALES TRAINING
- Public/Open Course
- In-House Training
- Virtual Classroom
1 Day Course
Winning Ways to Set Appointments on the Telephone
Winning Ways to Set Appointments on the Telephone
This 1 day ‘Winning Ways to Set Appointments on the Phone’ course is aimed to help delegates 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.
By The End Of This Winning Appointments Over the Telephone Course,
You Will Be Able To:
- Understand the importance of researching your customer and your own offering
- Learn how to quickly build rapport with your prospect
- Learn how to create a positive impression and professional image over the phone
- Learn how to manage the gatekeepers
- Learn how to overcome objections and turn the conversation into an appointment
- Understand the importance of saying an immediate "thank you" to your prospects and confirming tthe appointment
- Learn how to build rapport and add value to the client relationship
- Learn how to carry out professional Action Planning prior to the meeting
5 Star Reviews
CPD Accredited
Certificate of Achievement
3 Month Online Support
Course Notes & Slides
1 Day Course
Course Content
Introduction
- Exploring the changing face of ‘cold calling’ and customers expectations when dealing with people over the telephone
- A ‘day in the life’ of your prospect…
- Key reasons behind high rates of success and the ‘likeability’ factor of the callers
- Identifying what the ideal appointment getting person would be ‘saying & doing’
Winning Ways to Set Appointments on the Telephone
– The Importance of Researching the Customer, and Your Own Offering
- How to quickly and effectively research your prospects / call list in the 4 main areas i.e. personal; their role; their business; their industry - using the Web, Linkedin and Trade /Sector Publications etc.
- What we know about your own products / services and organisation, and how it can be used to make a difference
– How to Quickly Build Rapport and Trust on the Telephone
- Why first impressions count; and how we can shape the impressions we convey over the telephone
- Creating a professional image on the telephone (words v tone!)
- Choosing our persona for the ‘initial opening’ and ‘lasting impression’
- The elements of ‘Trust’ and how to demonstrate and build it on your calls
– How to Create Curiosity and Developing Your Planned Approach
- The use of ‘curiosity’ to engage with our prospects – how to develop the topics that will create it
- Identifying what is important to your prospect i.e. using the ‘who’, ‘what’, ‘why’ model for engagement
- Deciding on the ‘approach’ you will use through the call; practice scripting – examples of good and bad approaches
- Developing and finalising your script; script tests (with Peers)
– Implementing the Call
- Identifying who your talking with; and using the appropriate approach
- Making a Gatekeeper discussion productive
- Managing a referral / colleague discussion
- Listening skills; using verbal nods and looking for engagement ‘hooks’
- Questioning skills that will shape the right outcome
– Turning the Conversation into an Appointment
- Over-coming objections
- Examining the common tactics used by gatekeepers / prospects to avoid committing
- Examining the common phrases, and the ideal riposte’
- Avoidance approaches to avoid being drawn into a sales discussion
- Using the ‘curiosity’ or ‘hook’ information to demonstrate the ‘worth’ of the prospect agreeing to an appointment
– Confirming the Appointment
- The importance of an immediate ‘thank you’ and confirming the appointment
- For you; the referred sales person; your business
- How to add value after the call – to continue building ‘Trust’ in the relationship between your business and the prospects
- What actions need to be undertaken prior to the meeting
- Action Planning session for delegates to focus on their plans for the following week
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Course Delivery Options
Public Course
We offer a full suite of 5 Star Rated Professional Development Public/Open courses for Individual Learners Across 5 City Centre Locations
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Virtual Classroom
We can deliver this course "virtually" wherever you are located. We can deliver via Zoom or Microsoft Teams as you prefer
In-House Course
We offer in-house training for 4 or more members of your team who require training in the same area . We can deliver any of our courses on an in-company basis wherever you are located in the UK.
Who Should Attend This Course?
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).
What Our Clients Say
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Reasons To Book With Asset Training Academy
Certificate of Achievement Awarded
Comprehensive Course Notes & Slides
5 Star Rated Courses
Delivered in City Centre Locations
Lunch & Refreshments Included
Delivered by Specialist Trainers
Delivery Method is a Blend of Theory & Practice
By the end of this Winning Ways to Set Appointments Over the Telephone course, you will be able to:
- Understand the importance of researching your customer and your own offering
- Learn how to quickly build rapport with your prospect
- Learn how to create a positive impression and professional image over the phone
- Learn how to manage the gatekeepers
- Learn how to overcome objections and turn the conversation into an appointment
- Understand the importance of saying an immediate "thank you" to your prospects and confirming tthe appointment
- Learn how to build rapport and add value to the client relationship
- Learn how to carry out professional Action Planning prior to the meeting
What Our Clients Say
Reasons To Choose Our Course Above Others:
- Price includes Comprehensive Course Notes, Slides & Certificate of Achievement
- The course is CPD Accredited
- Our trainers are highly qualified with a wealth of industry experience
- Our courses consistently generate 5 Star rated quality reviews
- We include 3 month follow up online support
- Our courses are interactive, participative, engaging and fun and deliver real results
- We deliver our course in 5 major UK cities
- We can deliver the course at your workplace for 4 delegates or more wherever you are located in the UK
- Our Public/Open Courses are delivered in high quality, city centre venues
- Price includes Lunch and Refreshments throughout the day
In House Training
Contact Us Today
If you have 4 or more people who require training in this area, it is often more cost effective for us to come and deliver the course onsite, either at your workplace or at a venue of your choice. We charge a “daily” rate as opposed to a “delegate” rate and we can train up to 12 people in any one session.
- 0800 158 8314
- info@assettrainingacademy.com
- 0800 158 8314
- info@assettrainingacademy.com
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Reasons To Book With Asset Training Academy
Certificate of Achievement Awarded
5 Star Rated Courses
Comprehensive Course Notes & Slides
Delivered in City Centre Locations
Lunch & Refreshments Included
Delivered by Specialist Trainers
Delivery Method is a Blend of Theory & Practice
Courses are Engaging, Practical, Interactive and Fun
Global Company
We deliver our training throughout the UK and Europe
Bespoke Content
We customise the content of our In-House training to meet your needs
Best Offers
Our training is competitively priced and great value for money
Secure Payments
Security is a priority so you can book your place with confidence
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- 1 Day Course
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- 1 Day Course
- 1 Day Course
- 1 Day Course
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- 1 Day Course
- 1 Day Course
- 1 Day Course
- 1 Day Course
- 1 Day Course
