The Getting Appointments Workshop provides participants with skills, techniques and approaches that will make them more comfortable on the telephone with prospects they have identified as potential customers. The workshop should not be confused with a Telemarketing Skills or Phone Selling Skills Workshop. It focuses strictly on successfully making appointments via the telephone.
The content of the workshop is based on the assumption that most salespeople do not sell on the phone; traditionally, the phone is used as a mechanism to get appointments and nothing more. It further assumes that a salesperson must first understand the needs of his or her customer before presenting any product or service, and therefore the first step in the sales process is to set up a meeting with the appropriate people at a targeted account.
Participants will learn a specific process to use when attempting to make appointments. They will understand why a phone call will be more likely to be successful if a letter precedes it. They will discuss ways to deal with the “gatekeeper” and learn specific skills in the areas of listening, questioning, objection resolution, needs development and managing expectations. They will also have the opportunity to practice what they learn through a series of exercises and role plays. Objectives
Provide participants with the skills, techniques and approaches that will make them more comfortable in setting up meetings with the potential customers
Teach appropriate processes to use before, during and after making appointments
Introduce specific skills in the areas of listening and questioning to assist in the needs determination process.
Introduce a problem solving approach towards resolving objections that can be applied to the telephone interview, as well as face-to-face calls.