Appointment Setting Sales Courses

Appointment Setting Skills - Open Sales Training Course

Course Overview

This open sales course will take delegates through the entire process of setting face to face sales appointments over the phone 

Cold calling for sales appointments might not be every sales persons favourite sales activity, but when it comes to creating sales opportunities there is very little to rival cold calling as an effective sales activity, successful sales people continue to use a more focused and intelligent cold calling approach to contact prospects to generate a continuous stream of sales opportunities.

This course will provide sales people and telesales staff with the skills, knowledge and confidence to book sales appointments over the telephone.
The workshop will cover the full cycle of the telephone sales process to book an appointment, delegates will learn how to approach and structure appointment setting calls in a way that generates more appointments from a higher percentage of the calls they make.

One of the key areas of focus from the day will be the importance of not only generating the quantity of appointments required but also exploring the importance of generating good quality appointments that have the greater chance of being converted into business.

The course is designed to provide sales people with a practical and easy to follow process that will provide more positive outcomes from more calls and will result in more sales opportunities being secures than conventional cold calling approaches, this course is deliberately aimed on the side of quality not quantity, although many telesales teams and call centres successfully use our process by increasing the volume of calls accordingly whilst still maintaining the quality of the calls.

The course covers the key stages of the cold calling process beginning with identifying call targets, call research and call preparation, we then move onto the process of making the call, starting with how to work with and engage with gate keepers and how to open the call.

The next part of the course focuses on addressing and managing objections followed by developing the call and the effective  use of questioning skills when cold calling, we then turn our attention to gaining commitment during the cold call before moving onto the final part of the process which  covers how to make an effective follow up call after the initial cold call.

Who Will Benefit From The Course?

•    Field sales people
•    Business to business sales people
•    Sales people who have had no formal training on the subject 
•    Sales people who need a refresher
•    New sales people
•    Client relationship managers
•    Internal telesales people
•    Account managers
•    Business development managers
•    Commercial managers

What will you Gain from the Course?

  Discover how to do your research before calling for better results
•    Understand how to prepare properly before making a cold call
•    Learn how to overcome cold call fear and reluctance
•    Learn how planning your calls will make a huge difference to your calls
•    Understand how to get the person you are calling interested
•    Discover how to establish realistic call objectives to ensure success from more calls
•    Understand how to anticipate the type of objections you are likely to encounter
•    Learn the most effective techniques for handling more objections for more positive results
•    Learn how to get a positive outcome from the majority of your cold calls   
•    Discover why not using a script will help you to make better calls
•    Understand how to secure your call objectives without being pushy
•    Learn how to manage your call data lists to more success
•    Discover the importance of follow up calls and how to make them

Course Agenda 

Introduction & Objectives 

Session One
Cold Calling Essentials
Telephone Communication Skills
Pre call activity
Identifying your targets (call research and identifying the contact)
Establishing call objectives
Planning your calls   

Session Two
Making the call
Anticipating possible appointment objections                                                   
Handling Screening Objections                                                          
Opening the call
Gaining control of the call                                                                   

Session Three
Developing the call
Achieving your call objectives                                                           
Booking the appointment                                                                                   
Closing the call and Confirming the details

Session Four
What post call activity should you carry out
How to use your database or CRM to manage and track calls
How to take effective call notes
Following up the call to book an apppointment
Establishing follow up call objectives
How to open the follow up call
How to close the follow up call
How to gain commitment from the follow up call