Goals
- Significantly improve telephone appointment setting
- De-demonise the telephone as a tool for making appointments
- Develop self-confidence and charisma on the phone
Participants
- Sales People
- 12 participants max.
Prerequisites
- None
Programme (1 to 2 days)
Making appointments over the phone
- Words are magic
- The sound image we convey
- Basic principles of effective appointment calling
The telephone appointment setting script
- The BCGRA method
- Building your telephone hook
- Building your development sentence
- Individual test in front of the group and the trainer
Handling objections on the phone
- The difference between the method and face-to-face objections
- Handling the assistant's objections
- Handling objections from the final respondent
Personalising my telephone/appointment tool
- Providing each participant with a fully customisable EXCEL VBA appointment setting script application
- Customisation of the script modules by the participants
- Test in a real situation
Methodology
- Role-playing to make each person aware of his or her practices that need to be improved
- Inductive facilitation to encourage active participation
- Individual coaching during the training
- Personal action plan
"Winfried's ability to deliver the training with a high level of pedagogy in line with the company's objectives and, last but not least, the pleasure we had working together are second to none."
"For more than 30 years, thanks to Winfried, I've been integrating into my DNA this passion and know-how for negotiation and management that he's one of the rare people to know how to pass on so well ... I prescribe his advice with my eyes closed!"
"WW has helped us support our international expansion through a digital training platform. He's talented [...] and, on a human level, he's been able to identify how to use everyone's strengths and weaknesses to get us all moving in the right direction. Well done!"
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