Effective Telephone Sales & Appointment Making

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Turning NO into YES!

Selling over the telephone is arguably more difficult than selling face to face. If done badly, it can alienate and even loose you customers. If done well, it can be a powerful, low cost sales and marketing tool and a great way of building relationships. This course will guide you through all of the key aspects of using the telephone effectively as a sales tools.

  • Telephone selling – what we hate about telephone selling & why. Is there a better alternative?
  • Setting clear objectives from the start – purpose of the call
  • Cold Calling versus Warm Calling
  • Getting and staying motivated
  • Effective telephone communication skills
  • Handling NO and gatekeepers
  • Identifying and connecting with the Decision Maker
  • Overcoming your personal fears and barriers
  • Getting the appointment versus selling
  • Standing out from the crowd – who are you, what are you really selling
  • A structured approach to selling on the telephone
  • The importance of an effective structure versus script
  • Building a rapport with customers
  • Handling Objections
  • Effective closing
  • Effective follow up and prospect management


This course is suitable for business professionals needing to pick up the phone and win more business or make appointments with clients and prospects.

Winning Sales focus is on delivering significant improvement to all aspects of your organisations’ customer interfacing situations and opportunities.

Our aim is to support you in developing your staffs’ commercial skills, and ultimately help you achieve your business objectives.

Course Duration: One or Two Day Programme (depending on audience and group size)

Prices: On request

Want a more specific course tailored for your company?

For more information on sales and marketing training or to have an informal discussion about tailoring the above course to suit your business needs then please call Jackie Wade on:
T: 01388 420411
M: 07801 387321
or email: info@winningsales.co.uk