Speed Selling 2 – Gaining The Appointment (1D)



A challenging phase in the selling process comes after all the hard work is done in generating leads and qualifying them. In order to effectively present to the targeted decision maker, contact needs to be made with the prospect in order for the appointment to take place. Without this, presenting our products or solutions to the customer in any other way will not very effective at all. Here lies the challenge: how do we make contact with the prospect whom we may not have met before, in order for us to gain that all important first appointment? And with the way most organizations are set up nowadays, how do we cut the red tape and overcome gatekeepers along the way? How do we land that important appointment that we need?

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when making first contact with your prospects every time.

Speed Selling 2: Getting The Appointment focuses on the following areas:

Call planning


Persuasive language

Prospect management

Structured selling process

Training Outcome
After completing the training, you should be able to:
  • Apply persuasive language
  • Gain the appointment with minimum effort
  • Manage your prospect list professionally
  • Maximize the effectiveness of every contact made
  • Use scripting techniques to develop winning outcomes
Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation
Our unique experiential framework and implementation empowers you to:
  • Build and strengthen prospects’ relationship with professionalism
  • Develop your personal unique call style
  • Employ effective communication skills to different types of prospects
  • Enhance listening skills and powerful questioning skills
  • Gain commitment in the shortest possible time
  • Identify origins of your selling behaviors and remove limiting beliefs about selling
  • Implement beliefs that build confidence in selling
  • Overcome call objections effectively
  • Present your case persuasively
  • Sell with certainty
  • Take action to develop a resolute selling mindset and ethics in encouraging the development of a brand-oriented selling culture
  • Understand and employ the selling and buying process effectively

Our program outline encompasses the following modules:

Day 1:

Module 1: Pre-Call Planning
  • Call objectives
  • Evaluating the call card
  • Critical pre-call information
  • Gathering pre-call information
  • Sources of pre-call information
Module 2: Making Contact
  • First impressions
  • Getting around gatekeepers
  • Opening a repeat call
  • Discovery questioning techniques
  • Active listening techniques
Module 3: Methods Of Approaching The Call
  • Capture, stimulate and lead
  • The First Act
  • 10 methods of approach call
  • Applying communication strategies
  • Scripting techniques
Module 4: Coaching Wisdom
  • 4 non-tactical objection types
  • Handling different objections
  • Confirming agreements
  • Prepping for the actual meeting
  • Sales cadence

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