• Create a new mindset for appointment prospecting
• Develop unique sales-value statements
• Set goals
• Gain more appointments

Anyone responsible for securing face-to-face customer appointments (for themselves or others).

Maximum of 24 participants. Instructor to Student Ratio = 1 to 4

The program is one full day in length from 8:00 AM to 5:00 PM.

• The search for appointments and the sales process
• Overcoming negative perceptions about cold calling
• Identifying specific reasons prospects should buy
• Developing and refining positioning statements
• Setting goals

This course focuses on the first step of the sales process - Getting the Appointment. Most sales people recognize the importance of keeping the top of the sales funnel full with new opportunities. However, they shy away from prospecting and cold calling. Attendees gain new perspectives on contacting prospects, building and developing specific value and positioning statements, and setting meaningful goals to help ensure appointment success.

8:00	-	8:45	Introduction
8:45	-	9:30	Cold-Calls ~ Getting the Appointment
9:30	-	9:45	Break
9:45	-	10:45	Getting the Appointment ~ The Mindset
10:45	-	12:00	Selecting and Building Sales-Value Statements
12:00	-	1:00	Lunch
1:00	-	2:00	Making the Call
2:00	-	3:00	Preparing for Objections
3:00	-	3:15	Break
3:15	-	4:15	Putting it All Together
4:15	-	4:45	Setting Goals
4:45	-	5:00	Review