Appointment Making
Short course
In Coventry
Description
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Type
Short course
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Location
Coventry
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Duration
1 Day
This 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.
Important information
Documents
- Customer Information Sheet
Facilities
Location
Start date
Start date
Reviews
Teachers and trainers (5)
Anushka Stach
Trainer
BEd, NLP Master Practitioner Anushka specialises in training which focuses on personal and interpersonal communication skills. She brings her highly motivational energy and enthusiasm to a range of areas from sales and customer service to management and train the trainer programmes. Her flexible approach and breadth of experience means she is happy working in any sector.
Audrey Bryce
Trainer
Audrey is a specialist trainer in telephone techniques and customer service. With over 20 years experience in training, she has extensive experience in a variety of sectors and she started out in media. During this time Audrey has worked closely with blue chip companies and SMEs and throughout she has focused on educating students on the importance of professional training and the positive impact it can have on their future career.
Hugh Alford
Trainer
BSc Joint Hons Hugh specialises in training field selling, desk based account development by telephone, and selling through channel partners. He has designed and implemented over 400 in-company courses in industrial, service and business to business sectors. He authored TACK's Buyer’s Views of salespeople research in 1997, 2002, 2005 and 2008.
Judy Brown
Trainer
BEd, BA Judy specialises in all areas of management development, leadership and interpersonal Skills. She also runs sales courses and has delivered programmes to many multinational groups. Judy has an innovative and creative approach to training, making it fun as well as developmental.
Martin Dodds
Trainer
ACIB Martin specialises in sales management and management training as well as presentation skills and negotiation. As a qualified banker he was previously responsible for selling financial services. Martin works closely with a number of multinational companies both in the UK and internationally.
Course programme
Appointment Making
Create more opportunities with qualified appointments
Business need
Finding new clients in the face of increased resistance is the challenge of virtually every business. This programme focuses on increasing your oppportunities to gain more 'qualified' appointments with prospects who genuinely want to meet you and hear what impact your product or service can have on their business.
High Spots
- Generate more qualified appointments – use a structure to make your calls to give you greater control and confidence
- Get through to the decision maker – deal with gate keepers and influencers professionally and with confidence
- Open the call and gain the contact’s attention – instantly engage in an effective conversation!
- Create and establish the need for an appointment – use logic questions and listening skills so you can match the benefits of your products or services to the needs identified
- Apply yhe Customer Motivation Model – use the concept of ‘You Appeal’ so the solution you’re introducing meets the needs and wants you’ve uncovered
- Establish rapport – build a relationship throughout the call
- Handle objections with confidence – respond to questions professionally and build a better understanding of your prospect
- Close on the appointment – motivate your prospect to say “yes” by applying the right close to your call
Appointment Making