Appointment Making
Appointment Making

Create more opportunities with qualified appointments

Overview
Finding new, high quality clients is the objective of virtually every business. This can be made harder to accomplish due to increased competition, poor sales technique and greater resistance to salespeople in the marketplace. This one day programme focuses on increasing your opportunities to gain more ‘qualified’ appointments with prospects who genuinely want to meet you and hear about what impact your product or service can have on their business.
Appointment making is a skill that can be learned. A skill that once learned can open many doors consistently.

Topics & Outcomes

A professional structure to making a call
Apply a professional structure when making calls to generate qualified appointments. Understand fully how a structure can make you feel more in control and increase your confidence.

Opening the call and gaining attention
Make prospects want to listen to you by using personalised benefit statements.
Use ‘hooks’ to help make your conversations come across as more natural.

Questioning skills and listening skills
Use different types of questions: open, closed, choice and leading link to establish the need for an appointment.
Position questions in order of importance and then use the responses to those questions to justify why an appointment is needed.

‘You Appeal’ - positioning your products and services
Position your products/services by using ‘You Appeal’. Make your prospect see what’s in it for them, quickly.
Tailor your conversations specifically to the individual or company you are talking to.

Objection handling
Differentiate between ‘Information seeking’ and a ‘Major objection’.
Handle objections with confidence. Learn the appreciation technique and how it can help you show a clear understanding of your prospect’s objections.

Closing on the appointment
Learn how to motivate the prospect to say “Yes” to an appointment. Learn different closing techniques to get you the outcome that you want.

Follow-up calls
Successfully follow-up direct mail campaigns.
Avoid the 5 common mistakes made when following up on mail shots.

Who will benefit?
- Anyone who makes appointments for themselves or their colleagues will learn how to prepare for every call, achieve better results and meet and exceed targets
- Salespeople using the phone to find new customers
- Any internal telephone team who has to book appointments for engineers or a sales team
- Self employed people who wish to build their business
 
Course Dates
Need course dates or locations to suit you? CLICK HERE TO SEND ENQUIRY...  
The course either has new dates in data loading, or is only run as a dedicated or In Company course.
Tools
 
Key Details
Provided by:
TACK International


 
Duration1 day
 
£395
per delegate