Inside Sales Training and Coaching / Onsite Program

Getting Qualified Sales Appointments

How to Initiate New Client Relationships

• Would you like to create more new sales opportunities?
• Are you having difficulty gaining initial client appointments?
• Are your prospecting messages missing their mark?
• Are gatekeepers stalling your progress?

If you are facing any of the above challenges, then our Getting Qualified Sales Appointments workshop is for you.

Description:
Getting Qualified Sales Appointments focuses on the principles and skills necessary to initiate business with new clients. The proven program helps salespeople make the sales calls that result in qualified client meetings. The one-day intensive workshop concentrates on how to utilize prospecting, positioning, voice mail, email, and communication skills and tools to obtain more client sales meetings and navigate around gatekeepers.

To ensure that the workshop is applicable in the “real” world, participants work on live prospects so that actual scenarios serve as the foundation for practice, application, and follow-up. With many opportunities for small group practice and application, participants are able to increase their confidence and transfer their newly learned skills more effectively on the job.

Outcomes and Benefits:
As a result of attending the Getting Qualified Sales Appointments workshop, sales professionals are able to more effectively:

• Prepare for and execute new sales calls
• Prospect for new business
• Navigate around gatekeepers
• Manage natural resistance
• Deliver more targeted messages
• Get more client meetings

Each participant receives a set of materials (workbook and job aids) to facilitate implementation and reinforce the learning, first in the workshop and later in the field.

Target Audience:
All salespeople who have responsibility for new business development—and their managers.