Winning Appointments

This Master Class (currently delivered as two, half-day ‘live & online’ training sessions – see dates below) is designed for external field salespeople who need to develop their prospecting technique and improve their success ratio when using the telephone to make in-person or online appointments. It is also designed for people who have to make appointments on behalf of their colleagues.

In a sales environment, often the most demanding part of the job is to secure an appointment with the Senior Decision-Maker. Using the telephone to make appointments (in-person or online) with new prospects is where selling begins and this Master Class has been developed to equip salespeople with the skills to improve their success rate dramatically.

The ‘Winning Appointments’ Master Class examines WHY customers say ‘Yes’ to a request for an appointment and HOW to achieve this result with consistency. Delegates will learn how to overcome call reluctance and instantly get gatekeepers on their side. Once through to the right person they learn how to open the conversation, what to say to keep the conversation going in the first few seconds, and most importantly how to help the prospect to quickly realise the ‘value’ in agreeing to an appointment.

The Winning Appointments Master Class shows delegates how to develop a ‘Multiple Touchpoint & Multichannel Communication Strategy’ to ‘nurture’ customers and prospects prior to calling for an appointment and how to use technology to know when the ‘time is right’ to call.

In summary, this Master Class is suitable for anyone who would like to improve their ‘conversion rate,’ whether the challenge is cold prospecting, resurrecting lapsed customers or contacting existing customers for an appointment to find new business.

Date Schedule:

• Session One –  Monday 3rd February 2025 (pm)
• Session Two – Tuesday 4th February 2025 (am)