Call high, establish credibility, and set an appointment - appointment setting training for all sales roles.
Getting the attention of senior executives in medium and large organisations, initiating a meaningful business dialogue, and setting sales appointments are among the most challenging of sales tasks. Double or triple success rates with appointment setting training.
What is the best form of appointment setting training?
- Training based on best practice research.
- Upside-down delivery. Study the content then use session time for testing the principles, practising use, and preparing for implementation.
- The co-creation of workplace actions for embedding learning in routines and habits.
- The opportunity for one-to-one learning.
- Delivery by the course author.
- Our guarantee.
The ability to make high-level connections may be the most sought-after selling skill. Nothing else presents such awkward obstacles, yet there are tried and tested methods for getting the attention of decision-makers, engaging them in a business conversation, and setting sales appointments.
Appointments with senior people remain an essential aspect of sales prospecting. The conversation may take place in a different manner or through a different medium but the fact remains that without two-way conversations, nothing can be sold.
Senior executives in medium and large organisations are amongst the most scheduled, sceptical, and protected people anywhere yet they do engage with salespeople in the right circumstances. Learn how to get through, be heard, and win consideration in this groundbreaking course. ‘Sales Appointments with Senior People’ is an advanced appointment setting training course based on the practices of the world's top new business salespeople.
Course Objectives
- Find prospects who want to buy from you.
- Identify the true decision makers.
- Understand senior-level decision-making.
- Prepare better messages.
- Learn appointment-setting strategies.
- Explore sales behaviour from the customer's perspective.
- Develop better questions.
- Do and say the right things.
Course Content
Introduction: Goal, objectives, and learning management
Inside the Minds of Decision Makers: The things that occupy the minds of leaders and policymakers
WIIFT – What’s In It For Them: Communicating C-Level value
Identify the Right Prospects: Profiling, research, and timing
Establishing Credibility at C-Level: The best approach and the right behaviours
Choose the Right Outreach: Selecting from seven methods
Step by Step First Contact: Making calls and getting appointments
Steering a C-Level Conversation: Adding value to their thinking
Unspoken Influence: How you sound, rapport, and charm
Closing on the Next Step: Handling objections and gaining agreement
Motivation: Self-management and maintaining momentum
Review and Next Steps: Actions necessary for results
Who Should Attend:
Sales development reps and telesales people who are tasked with setting appointments with new logo prospects. Salespeople tasked with winning new business from medium to large customers; account managers who need more access to senior managers and directors, and Managers who want to train salespeople to win more new business.
Additional Course Benefits
- Flexible multi-session 'learning by doing' structured training course.
- Workplace assignments develop new habits and practices.
- Tools, templates, frameworks, and examples save time and aid learning.
- Common language improves communication and teamwork.
- Promotes adoption of best practice habits and methods.
- Increases sales productivity, consistency, and results.
- Improves job satisfaction and motivation.
- Reduces staff turnover.
Appointments with Senior Executives - Delivery Options
- One to One - via 6 two-hour or 12 one-hour sessions.
- £1195 - Learn more.
- One to One on a per-session basis.
- £150 per 1-hour session - Learn more.
- Online Group Training via 6 two-hour or 12 one-hour sessions.
- £4795 for up to fifteen people - Learn more.
- Online Group Training on a per-session basis.
- £450 per 1-hour session - Learn more.
- Traditional Classroom - Delivery over one or more days at a conference venue or at the customer's offices. Contact us for fees.
Use this link for more information or to have us call you.
What are the best ways to arrange sales appointments with senior executives?
Arranging sales appointments with senior executives requires a strategic approach, as they are often busy and selective about how they allocate their time. Here are some of the best ways to approach this:
1. Warm Introductions
Leverage existing networks: Senior executives are more likely to meet with you if you're introduced by someone they trust. Tap into mutual connections, industry contacts, or networking groups to seek warm introductions.
Referral programmes: Some organisations or sales platforms allow for referrals. Offering incentives for successful introductions may be a productive route.
2. Personalised and Relevant Outreach
Tailor your message: Executives receive countless sales pitches. A personalised message that shows you've done your homework about their business, challenges, and goals will stand out. Address a specific problem or opportunity relevant to them.
Demonstrate value quickly: Senior executives are time-conscious, so your outreach should immediately demonstrate value. Be clear about the potential business impact your solution can offer them, whether it’s increasing efficiency, reducing costs, or growing revenue.
3. Use Multi-Channel Communication
Email: A well-crafted email is often the preferred starting point. Keep it brief, and direct, and make sure the subject line grabs their attention.
LinkedIn: Engaging with their content on social media (especially LinkedIn) can build familiarity before reaching out directly. Sending an InMail or connecting with a personalised note can sometimes be more effective than traditional email.
Phone calls: A follow-up call after initial outreach can show commitment and help your message stand out, especially if you target a quieter time of day for the call.
4. Offer Flexibility and Convenience
Propose multiple options: Offering a few convenient time slots for a meeting or suggesting a short introductory call can make it easier for an executive to say yes.
Virtual meetings: Senior executives often have tight schedules, so offering to meet virtually, via a quick video call, can increase the likelihood of securing an appointment.
5. Leverage Industry Events and Conferences
Attend the same events: Executives often attend industry conferences, forums, or trade shows. These provide excellent opportunities to network in person and arrange meetings.
Speaking engagements: If you're speaking at an event they’re attending, this can be a natural segue to approach them and suggest a follow-up meeting.
6. Executive Assistants are Gatekeepers
Respect the gatekeeper: Executive assistants often control their boss’s schedule. Build a rapport with them by being polite, respectful, and clear about your intent.
Be clear on purpose: Clearly explain why the meeting is important, how it will benefit the executive, and why it’s worth their time. EAs are often skilled at understanding what’s important for their bosses.
7. Lead with Thought Leadership
Position yourself as an expert: Share relevant content, articles, or white papers you’ve authored that demonstrate your expertise. Executives are more likely to meet with someone who can provide valuable insights.
Host a webinar: Invite them to a high-level, industry-relevant webinar or roundtable discussion you’re hosting, which could open the door to future direct discussions.
8. Focus on Timing
Strategic timing: Consider the fiscal year and operational cycles. Executives may be more willing to discuss solutions during specific periods, such as budgeting or strategy planning phases.
Respect their time: Keep meetings short and efficient. Offering a 15-minute introduction rather than a full hour can make it easier for an executive to agree.
9. Provide Social Proof
Mention mutual contacts: Referencing trusted connections, partners, or clients can help establish credibility.
Case studies: Provide examples of how you’ve helped similar organisations or industries. Executives are more likely to meet if they see tangible, relevant success stories.
10. Persist, but Don’t Overdo It
Follow up, but with purpose: Executives are busy, and your initial outreach might be missed or ignored. Following up is crucial, but make sure each message adds value or new information.
Respect boundaries: While persistence can pay off, avoid being too aggressive or overly frequent with your attempts. A well-spaced, polite follow-up is more effective.
By combining a well-researched, personalised approach with respect for their time and decision-making process, you’ll increase your chances of securing an appointment with senior executives. Take our appointment setting training course for a deeper dive, tools and frameworks, and an opportunity to try things out.
Large Numbers
Licensing and train-the-trainer options enable self-delivery. To find out more, call or use the links below. Associate and Affiliate representation is welcomed. To promote or deliver this course, get in touch directly.
Flexible Approach
If you are looking for appointment setting training or need to start more sales conversations with senior executives, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs or discuss some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.
