Sales Prospecting & Appointment Setting

Overview:

Qualified leads are essential for top-performing sales teams and high earnings. One of the biggest challenges in sales is getting new prospects to the front of the pipeline. This program covers the most effective strategies for prospecting, including how to set appointments using the telephone, email, direct mail, online tactics, and other available methods.

After completing this program, participants will be able to:

• Develop a Compelling Value Proposition: Craft a strong and persuasive value proposition that captures the attention of decision-makers and motivates them to meet with you.
• Create Magic Scripts for Gatekeepers, Influencers, and Decision Makers: Develop scripts that work for each level of contact—whether gatekeepers, influencers, or decision-makers—to ensure effective communication.
• Deliver the Value Proposition Effectively: Learn how to deliver a clear and compelling value proposition over the phone and in emails to secure appointments.
• Create Voicemail Scripts & Practice Delivery: Write and rehearse powerful voicemail scripts that help you stand out and increase the likelihood of callbacks.
• Navigate Past Gatekeepers: Master techniques for getting past gatekeepers and reaching the decision-makers you need to speak with.
• Leverage Your Network to Generate Leads: Learn how to tap into your professional network to generate more qualified leads and expand your reach.
• Establish Credibility, Trust, and Rapport Early: Understand the importance of establishing trust and credibility early in the sales process to improve appointment-setting success.
• Experience Greater Success with Appointment Setting: Gain the skills necessary to consistently set appointments with decision-makers, even in competitive markets.
• Handle Common Objections: Learn how to handle objections effectively with pre-prepared scripts, ensuring you can navigate any challenge during the appointment-setting process.
• Set Appointments with Hard-to-Reach Decision Makers: Learn strategies and techniques for securing appointments with the most difficult-to-reach decision-makers.
• Avoid Common Phrases & Pitfalls: Identify and avoid phrases or tactics that may hinder your success in the prospecting and appointment-setting process.

Program Impact:

This program will equip your sales team with the tools and techniques needed to generate high-quality leads and set appointments that are crucial to achieving their sales goals. By mastering the art of prospecting and appointment setting, your team will experience greater success in driving revenue growth and building lasting client relationships.