Manchester Solutions

Setting Appointments by Telephone (Manchester) - 7th October 2010

How to increase your number of quality appointments

By-pass the gatekeepers by ‘recruiting' them
The most successful telemarketing staff befriend the gatekeeper. They understand the gatekeeper's role, have credible reasons for making the call and have answers for all potential responses. They see the gatekeeper as an information point - not as an enemy.

Avoid discussions that should be reserved for face-to-face meetings
Inexperienced telemarketing staff often undermine the purpose of their call by giving-away too much information. This workshop introduces you to ‘The Information Trap' - and shows you how to avoid it.

Ensure the real decision-maker has been identified
Professional telemarketing staff save time by only talking in detail to the real decision-maker. They use subtle questioning techniques to go straight to the person with the money, authority and need.

Gain commitment by recognising the vital ‘buying' signals
Many telemarketing staff let potential appointments slip through their fingers. By looking for ‘buying' signals, and using the correct closing techniques, you will maximise all opportunities to arrange visits.

This workshop also covers

• Your telephone personality
• How to structure and control the call
• Obtaining vital information
• Effective questioning techniques
• Matching solutions to needs
• The use of ‘summary' and ‘confirmation' statements
• Why you should welcome objections

• Essential closing skills that will get you appointments

Chamber member price - £189.75 including VAT

Non-member price - £233.45 including VAT

 

Dates