Speed Selling Series: Module 2 Getting the Appointment

Speed Selling Series: Module 2 Getting the Appointment - 1 Day

Program Objective 

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. Without this, presenting our products or solutions to the customer in any other way will not very effective at all. Here lies the challenge: how do we make contact with the prospect whom we may not have met before, in order for us to gain that all important first appointment? And with the way most organizations are set up nowadays, how do we cut the red tape and overcome gatekeepers along the way? How do we land that important appointment that we need?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when making first contact with your prospects every time.


Speed Selling 2: Getting The Appointment focuses on the following areas:

  • Call planning
  • Communication
  • Persuasive language
  • Prospect management
  • Structured selling process


Learning Outcome

After completing the training, you 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


Course Outline

Our program outline encompasses the following modules:

Day 1:

Module 1: Pre-Call Planning

  • Setting call objectives
  • Evaluating the call card
  • Critical pre-call information
  • Gathering pre-call information
  • Sources 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