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Prospecting

Getting The Appointment

Objective

Create a new mindset for appointment prospecting
Develop unique sales statements
Set goals
Gain more appointments

Course Synopsis

This course focuses on the true first step of the sales process – getting the appointment. Most salespeople recognize the importance of keeping the top of the sales funnel full of new opportunities. However, they shy away from prospecting and cold calling. Attendees gain new perspectives on contacting prospects, building, and developing specific positioning statements, and setting meaningful goals to help ensure appointment success.

This course is highly interactive. Attendees arrive with a list of twenty-five companies including phone numbers, within their territory, to call/prospect. They practice the statement methodology by making two live recorded phone calls to these prospects. The calls are reviewed and discussed by Sales Concepts instructors.

Topics Covered

The search for appointments and the sales process
Overcoming negative perceptions about cold calling
Identifying specific reasons prospects should buy
Developing and refining positioning statements
Setting goals and prospecting
Practice making actual prospecting calls

Program Length

One day of experiential training from 8:00 AM to 5:00 PM

Class Size

Maximum of 24 participants. Student to Instructor Ratio = 4 to 1

Course Agenda

8:00	–	9:30	Introduction
9:30	–	10:00	Create a Prospecting Habit and Qualifying Prospects
10:00	–	10:30	Break
10:30	–	10:45	Timber – Eight Week Prospecting System
10:45	–	12:15	Develop Eight Statements
12:15	–	1:30	Lunch
1:30	–	2:00	Practice Statements
2:00	–	3:00	Call Instructors with Statements (Recorded)
3:00	–	4:45	Call to Prospects and Review (Recorded)
4:45	–	5:00	Course Summary