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?
- Designed by a practitioner with decades of experience.
- Delivery by the course author.
- The opportunity for one-to-one learning.
- The co-creation of workplace actions for embedding learning in participant routines and habits.
- Real-world practice.
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.
- £995 - Learn more.
- One to One on a per-session basis.
- £150 - 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 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.
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.
