Prospecting

Getting The Appointment

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Objective
  • Create a new mindset for appointment prospecting
  • Develop unique sales-value statements
  • Set goals
  • Gain more appointments
Course Synopsis

This course focuses on the true first step of the sales process – getting the appointment. Most sales people recognize the importance of keeping the top of the sales funnel full with new opportunities. However, they shy away from prospecting and cold calling. Attendees gain new perspectives on contacting prospects, building, and developing specific value and 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 value 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 value 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
9:00
Introduction
9:00
9:15
Create a Prospecting Habit
9:15
10:00
Develop Value Statements
10:00
10:15
Break
10:15
11:15
Practice The Message and Review
11:15
12:15
Record The Message to Instructors and Review
12:15
1:30
Lunch
1:30
2:00
Pinpoint and Handle Objections
2:00
2:45
First Call to Prospects (Recorded)
2:45
3:30
Review of First Call to Prospects
3:30
4:15
Second Call to Prospects (Recorded)
4:15
4:45
Review of Second Call to Prospects
4:45
5:00
Course Summary

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