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Appointment setting (In-House)

Appointment setting (In-House)

By The In House Training Company

  • 30 Day Money Back Guarantee
  • Completion Certificate
  • 24/7 Technical Support

Highlights

  • Delivered Online or In-Person

  • Delivered at your location

  • UK Wide

  • Full day

  • All levels

Description

This course has a simple objective: to help gain appointments with potential clients. In most consultative selling situations clients won't commit to purchases over the telephone. This means setting up a meeting to discuss the options with them face-to-face. But getting 'face time' can be tricky. This practical workshop can help.

Participants will acquire essential tools, skills and methods; discuss specific organisational issues; and identify areas for improvement. They will discover how to:
  • Increase their effectiveness through proper preparation
  • Construct attention-grabbing opening statements
  • Help potential clients feel comfortable agreeing to a meeting
  • Develop tactics for responding to difficult excuses and objections
  • Stress the benefits of a face-to-face consultation
  • Develop and enhance their questioning and listening skills
  • Prevent customers cancelling booked appointments

1 Introduction to appointment setting

  • Key trends that have changed the way people buy today - and will buy tomorrow
  • Why many sales people avoid picking up the phone
  • The difference that makes a difference - what makes a good appointment-maker?

2 Before you pick up the telephone

  • It all starts with a plan...
  • Who and what to focus our attention
  • How much research should we undertake and why?
  • Setting primary and secondary objectives

3 Making your approach

  • Key considerations
  • Every call is an opportunity - creating a positive mind-set
  • Using a structured approach
  • Using partnership language

4 Gaining an insight into the customer's needs

  • How to quickly 'tune in' to your customers, so that you can serve them more easily
  • Developing speech patterns that put customers at their ease
  • Using effective questioning and listening skills
  • Finding and building pain points

5 Dealing with excuses and objections

  • Pre-empting potential excuses
  • Developing techniques for responding to client objections
  • Keeping the door open for future contact

6 Securing the appointment

  • Selling the benefits of a consultancy meeting
  • Techniques for avoiding cancelled appointments
  • Gaining commitment

7 Action plans

  • Course summary and presentation of action plans

About The Provider

The In House Training Company

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