Facilitated by highly-experienced trainer Julie Biddle:
The advent of mass digital communication has left a new generation of professionals over-reliant on communication methods such as email, which are becoming increasingly less effective. This workshop will help your team learn how to overcome many of the barriers in appointment making by telephone, including getting past the gatekeeper, handling objections and building quick customer rapport.
About this course
Whilst no one is disputing the part that social media plays in helping bring in new business, contacting new customers by phone cannot be ignored! This essential activity is often feared and consequently put off by salespeople. Gaining new business is essential and generally the appointment comes as a result of picking up the phone and arranging to meet with a decision maker.
How skilled are you or your team in getting past the gatekeeper?
- Do you know how to sell the benefits of the appointment or do you end up going through your products and services and lose the appointment?
- Do you tend to resort to communicating by e mail rather than picking up the phone?
- And what happens when you hear “Can you email me some more information” rather than closing on an appointment
- Is “Lack of Time” an excuse for not making the calls?
This participative one-day workshop led by Julie Biddle is suitable for salespeople or anyone in the Company who is responsible for gaining new business appointments as well as arranging meetings with existing customers.
So…. let’s take away all the excuses by providing a raft of easy to adopt appointment making tips and techniques to ensure the team spend essential time on the activity that will bring in the revenue- getting in front of more customers! As well as the theory the delegates will be given the opportunity to implement the learning on the programme by way of recorded telephone role-play. Delegates will take away useful reference notes and copies of all slides used.
Content covers
- The need for appointment making
- Attitude
- Taking away the Fear
- Positive phraseology
- Planning the calls
- Getting past the gatekeeper
- Selling the benefits of an appointment
- Structure of the call
- Handling typical “I don’t want an appointment” objections
Who is the course suitable for?
This course is ideal for those tasked with business development for your company. It will also be very beneficial for personal assistants, those tasked with securing attendance and registrations for your events (online or physical), and also for your marketing team that would like to improve their ability to speak to the press and secure coverage of your news and promotions.
Cost of the course
- IPIA Members: £195.00 + VAT
- Non-Members: £249.00 + VAT*
