Getting Appointments
Two – one day courses that work well together
After these courses you and your team will learn how to:
Course 1 – Get the Appointment
- Effectively convert telephone calls into appointment bookings
- Use relationship building techniques to achieve sales
Course 2 – Maximising Appointment Sales
- Plan appointments to build sales
- Handle objections, negotiate and agree best purchases
Course 1 – Get the Appointment
Objective: To improve conversion of revenue from telephone enquiries through:
- The introduction of a structured yet flexible sales conversation
- Creating a great impression from the very first moment
- Building a genuine rapport with each caller
- Identifying a potential customer’s needs by using effective questioning techniques
- Identifying a caller’s buying criteria and demonstrating how we can meet the customer’s needs
- Presenting the proposed appointment using positive language
- Handling objections effectively and Closing the sale
How this workshop will benefit your business:
- Increased conversion of enquiries
- Greater confidence from team members when handling enquiries
- Further sales opportunities will be identified leading to upselling where possible
- Objections will be dealt with more effectively so fewer calls lost at the last moment
- Greater ability to close each sale
Key areas that will be covered:
- Telephone Skills
- Building Rapport
- Establishing Needs
- Presenting The Product
- Objection Handling
Locations
The Enquiry Handling business course is available at our Windsor and Stockport training centres.
Other Courses of interest
Effective retailing
Customer service
Effective appointments
For more information, please contact Lisa or Ross on 01395 226633.
Course 2 – maximising appointment sales
Objective: To improve conversion of revenue from appointments through:
- Creating a great first impression
- Identifying a customer’s needs by using effective questioning techniques
- Reading a customer’s buying signals and using active listening
- Presenting the product using creative conversation to demonstrate we can meet the customer’s needs
- Using a structured appointment, understanding the importance of each section of the sales process and how to use them in a flexible way
- Handling objections effectively
- Utilising a range of closing techniques
How this workshop will benefit your business:
- Increased conversion from appointments
- Greater confidence from team members when on an appointment
- Increased sales
- Further sales opportunities will be identified leading to upselling where possible
- Objections will be dealt with more effectively so fewer calls lost at the last moment
Key areas that will be covered:
- Preparation
- Planning
- Investigating
- Presenting
- Objection Handling
- Negotiating
- Obtaining Commitment
Locations
Our Effective Appointments business course is available at our Windsor and Stockport training centres.
Other Courses of interest
Effective retailing
Customer service
Enquiry handling
For more information, please contact Lisa or Ross on 01395 226633.