Course description
This course has a simple objective: to help gain appointments with potential clients. In most consultative selling situations clients won’t commit to purchases over the telephone. This means setting up a meeting to discuss the options with them face-to-face. But getting ‘face time’ can be tricky. This practical workshop can help.
Upcoming start dates
Choose between 2 start dates
Suitability - Who should attend?
Outcome / Qualification etc.
- Increase their effectiveness through proper preparation
- Construct attention-grabbing opening statements
- Help potential clients feel comfortable agreeing to a meeting
- Develop tactics for responding to difficult excuses and objections
- Stress the benefits of a face-to-face consultation
- Develop and enhance their questioning and listening skills
- Prevent customers cancelling booked appointments
Training Course Content
1 Introduction to appointment setting
- Key trends that have changed the way people buy today – and will buy tomorrow
- Why many sales people avoid picking up the phone
- The difference that makes a difference – what makes a good appointment-maker?
2 Before you pick up the telephone
- It all starts with a plan...
- Who and what to focus our attention
- How much research should we undertake and why?
- Setting primary and secondary objectives
3 Making your approach
- Key considerations
- Every call is an opportunity – creating a positive mind-set
- Using a structured approach
- Using partnership language
4 Gaining an insight into the customer’s needs
- How to quickly ‘tune in’ to your customers, so that you can serve them more easily
- Developing speech patterns that put customers at their ease
- Using effective questioning and listening skills
- Finding and building pain points
5 Dealing with excuses and objections
- Pre-empting potential excuses
- Developing techniques for responding to client objections
- Keeping the door open for future contact
6 Securing the appointment
- Selling the benefits of a consultancy meeting
- Techniques for avoiding cancelled appointments
- Gaining commitment
7 Action plans
- Course summary and presentation of action plans
Course delivery details
Request info
The In-House Training Company
22 South Burgundy House, The Foresters, High Street
AL5 2FB Harpenden
The In-House Training Company
We offer top-quality in-house training, in a wide range of subjects, at sensible prices. All of our programmes are delivered by independent subject specialists who also have outstanding training skills. We have rigorous standards and only work with the very...
Ads