Get the Appointment!

Content review:

Is Cold Calling the Only Way?

• Qualify prospects without picking up the phone
• How to stop wasting time and money on traditional mail shots
• How to design a mailer that will get your prospect to contact you

Doing business on the phone

• The 3 rules that will fundamentally change the way you approach cold calling
• Understand the benefits of doing business on the phone
• How phone communication is different to face-to-face
• Avoid the traps that most sales people make on the phone

Personal Preparation

• Overcoming reluctance to picking up the phone
• How to overcome the fear of cold calling
• Build motivation for calling
• Discover your single biggest advantage when making a call, and how to use it to at least double your effectiveness

Pre Call Planning

• How to organise yourself to maximise opportunities on the phone
• When to use call campaigns and how they can dramatically get you more appointments
• What measures to put in place that will automatically improve your performance

Getting Through

• Easily deal with the increasingly common No-Name policy
• Learn how to use Voicemail as an opportunity - not an obstacle
• Get gatekeepers on your side

Managing the Call

• Understand the 5 stages of the first 30 seconds of the call - and learn how to create your own INTRO that will immediately engage your contact
• Recognise the 3 critical components of any call - and how you need to have different techniques at your fingertips to make sure you stay in control in each one
• Learn the single most important phrase in any call (hardly anyone uses this, and it makes every call easier!)
• Instantly establish rapport with your contact