Telephone Selling – Getting the Appointment
Overview
The Telephone Selling workshop provides participants with the skills, techniques and behaviors that will make them more comfortable and confident when attempting to make appointments by telephone with prospects. The workshop focuses specifically on getting the appointment via the telephone.
Participants will learn a specific process to use when attempting to make appointments. They will discuss ways to deal with the “gatekeeper” and will learn specific skills in the areas of listening, questioning, objection resolution, needs development and managing expectations. The training is highly interactive and includes several customized practice activities to develop the skills and confidence to gain more face to face appointments.
Objectives
- To provide participants with the skills, techniques and approaches that will make them more comfortable in setting up meetings with the potential customers on the telephone.
- Teach appropriate processes to use before, during and after making appointments on the phone.
- To introduce specific skills in the areas of listening and questioning and postioning to learn how to share short/high impact positioning statements that will increase the interest and potential of gaining the face to face meeting.