Making Sales Appointments

Who Would Benefit

This training course is a real benefit to those involved with the arranging of appointments for field sales to actively sell to potential customers.

Course Description

The Making Sales Appointments Training Course will provide delegates with the essential skills needed to be successful in a busy telephone sales environment. They will learn how to be fully prepared for any sales call and identify and clarify a client’s needs opening up new opportunities. Highly practical in its approach the main focus will be on core skill development covering all aspects of making appointments using the telephone and allowing each delegate to practice those skills.

CPD Points: 12
Training Course Category: Sales
Training Course Duration: 2 days
Training Course Location: Virtual, online or classroom-based

Learning Outcomes

Demonstrate a prospecting strategy
Show how to effectively prepare for the sales call
Develop strategies for getting through to the decision maker
Learn how to gain attention immediately
Understand how to make the appointment happen

The Programme Includes:
Understanding the sales process
Why people buy?
Understanding buyer types
Understanding different personality styles
The importance of having a BD strategy in place
Business values & beliefs
Define an account ‘exemplar’
Customer targeting
Prioritising your current work flow
Making appointments
Opening the call
How to gain attention immediately
Powerful questions skills
Listen and counter-question
Use of language – voice tone, pitch, pace and timing



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