On-line training course catalogue
Gaining Appointments by Telephone
Type of course: Classroom
| Fee | Price on application |
|---|---|
| Days | 1 |
| Course code | STGAT |
We currently do not have public dates scheduled for this course.
If you have a requirement for this course, please contact us for the latest course information.
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Overview
The importance of prospecting by telephone in developing new sales opportunities cannot really be overstated. It is the one element of the sales cycle upon which all other activities depend.
Without a regular supply of well-qualified and active prospects, there is no opportunity to demonstrate your company’s services and products.
If there is one thing that a sales person – any sales person – can do in the short term to increase their sales results, it is to increase the number of active prospects, and that means increasing the number of appointments and that usually means picking up the telephone.
This course is designed to enhance skills and build confidence at cold calling techniques to make appointments i.e. opening the call, building interest and qualifying, overcoming objections, closing the call.
Who will benefit?
Desk based or face to face sales people who wish to enhance their existing skills and learn new techniques to increase appointment conversion.
Delegates will learn how to
- plan and set objectives for each call
- prepare yourself to get into a positive mindset to make outbound calls
- recognise the key steps in the call structure
- learn techniques for getting past the gatekeeper
- introduce yourself and give a ‘value’ reason for the call to ‘hook’ the prospect
- build rapport during the call
- be able to use effective questioning and listening techniques to build interest and qualify needs
- recognise the importance of positive language in your conversations with prospects
- be able to handle objections and solve problems on behalf of your prospect
- confirm your understanding of next actions and close the call professionally
- keep yourself motivated and overcome cold calling blues
- measure results and set objectives for the next day
- have produced a personal action plan to increase your number of sales appointments
Related courses that you would benefit from
- Advanced Sales Techniques using NLP
- Assertiveness Skills
- Communicating Effectively
- Image for Impact
- Influencing Skills
- Making an Impact at Meetings
- Presentation Skills for Successful Selling
- Selling ‘Value’ to Drive Success
Link to this page: http://www.xpertise.co.uk/STGAT
Xpertise – Gaining Appointments by Telephone training courses
Xpertise provides Gaining Appointments by Telephone training courses from 7 UK locations: in Altrincham Manchester, Hinckley East Midlands, Leeds Yorkshire, London King William Street, Maidenhead Berkshire, Malmesbury Wiltshire and Washington Tyne & Wear – and at 44 partner locations nationwide.
Xpertise Training reserves the right to improve the specification and format of its courses for the benefit of its customers without notice to the customer.