Filling your pipeline is about the most important thing a salesperson can do on a daily basis. The least expensive and fastest way to an appointment is by cold calling. While other methods have their advantages, and should be part of most salespeople’s prospecting mix, telephone appointment setting is still #1. In this fun and interactive workshop salespeople learn:
- Overcoming “call reluctance”
- Methods for avoiding cold calling
- The use of Social Media in prospecting
- The importance of metrics
- Developing the opening conversation
- Asking for the appointment
- What to say when the prospect says “No.” (The key to getting appointments!)
- Voice mail messages that gets your calls returned
- Getting past the gatekeeper
- Finding the decision makers name (when you don’t know it)
- The Best Time/Day to cold call
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