Making Appointments

Jarrold Training

Short course

In Norwich

£ 250 + VAT

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Description

  • Type

    Short course

  • Location

    Norwich

  • Duration

    1 Day

This course is aimed at individuals with little or no experience of using the telephone to prospect for appointments with decision makers, either for themselves, or for other field sales people. Suitable for: No previous knowledge is required.

Facilities

Location

Start date

Norwich (Norfolk)
See map
St James Mill, Whitefriars, NR3 1SH

Start date

On request

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Course programme

Why Appointment Making is a Vital Part of Business

  • Define Prospecting for Appointments
  • Learn about The Ladder of Loyalty
  • Identify Roadblocks to Successful Prospecting

How to Prepare for Appointment Making Activity

  • Preparing a Pipeline of Prospects
  • The Mechanics of Prospecting
  • Your Telephone Voice
  • Your Positive Attitude
  • Preparing a Prompt Guide
  • Choosing a Call Objective
  • Two Step Calling
  • How to Get to the Decision Maker
  • Using your Prompt Guide
  • Making the Call
  • Asking the Switchboard for Help
  • Beating the Dragon

How to Open the Decision Maker up

  • Qualifying the Decision Maker
  • Using Hooks and Juicy Worms to Open the Customer Up
  • WIIFM statements
  • Selling the Appointment to the Decision Maker
  • Closing the date and time

How to Confirm the Appointment

  • How to make the appointment stick
  • Recording the Data
  • Establishing the Hit Rate of your Hit List

See related categories

Making Appointments

£ 250 + VAT

The best Sales Management courses

See all

See all