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 in order for the appointment to take place. How do we make contact with the prospect who we may not have met before in order to gain the first appointment? This program prepares you for this selling process.

Course Objectives

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

• Apply persuasive language
• Gain the appointment with minimum effort
• Manage your prospect list 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
• Evaluate the call card
• Critical pre call information
• Gathering pre call information
• Souces of pre call information

Module 2: Making Contact

• First impressions
• Getting around gatekeepers
• Opening a repeat call
• Discovery questioning techniques
• Active listening techniques

Module 3: Methods of Approaching the Call

• Capture, stimulate and lead
• The first act
• 10 methods of the approach call
• Applying communication strategies
• Scripting techniques

Module 4: Coaching Wisdom

• 4 non-tactical objection types
• Handling different objections
• Confirming agreements
• Prepping for the actual meeting
• Sales journal