Most salespeople recognize the importance of keeping the top of the sales funnel full of new opportunities. However, they shy away from prospecting and cold calling. This course focuses on the first sales process step - getting the appointment. Attendees gain new perspectives on contacting prospects, building and developing specific positioning statements, and setting meaningful goals to help ensure appointment success.
This course is highly interactive. Attendees arrive with a list of five companies within their territory to call/prospect, including phone numbers. They practice the statement methodology by making two live recorded phone calls to these prospects. The calls are reviewed and discussed by Sales Concepts instructors.