Speed Selling: Gaining The Appointment

Introduction

A challenging phase in the selling process comes after all the hard work is done in generating leads and qualifying them. In order to effectively present to the targeted decision maker, contact needs to be made with the prospect to secure the appointment. How do we engage with a prospect we may not have met before to gain that first appointment? This program prepares you for this critical selling process.

Course Objectives

Upon completion of this program, participants should be able to:

• Apply persuasive language effectively
• Gain the appointment with minimal effort
• Manage prospect lists professionally
• Maximize the effectiveness of every contact made
• Use scripting techniques to develop winning outcomes

Key Content

Module 1: Pre Call Planning

• Setting call objectives
• Evaluating the call card
• Identifying critical pre-call information
• Gathering relevant pre-call data
• Sources of pre-call information

Module 2: Making Contact

• Creating strong first impressions
• Strategies to navigate gatekeepers
• Opening a repeat call effectively
• Discovery questioning techniques
• Active listening techniques

Module 3: Methods of Approaching the Call

• Capture, stimulate, and lead the conversation
• The first act - establishing rapport
• 10 effective methods for the approach call
• Applying targeted communication strategies
• Developing scripting techniques

Module 4: Coaching Wisdom

• Understanding 4 non-tactical objection types
• Handling different objections with confidence
• Confirming agreements effectively
• Preparation for the actual meeting
• Utilizing the sales journal for continuous improvement