Sales 101: Appointment Making

Sales 101 Appointment Making

# of Lessons

9

Duration

1:17:02

Skill Level

Beginner

Instructor(s)

Marisa Pensa

Available Captions

English, Spanish

Also Included

Knowledge Check, High-quality HD content in the “Uniquely Engaging™” Bigger Brains Teacher-Learner style! 

How to get people to say “yes” when you ask for an appointment  

The first step in being a successful salesperson is to have someone to sell to. In this course, professional sales trainer Marisa Pensa walks you through the basics of getting sales appointments. This includes learning what you should say on the phone or in person, and also what not so say, whether on the phone or in person. You’ll also look at key techniques to help you make your phone calls more effective and worth your time. And you’ll also learn how knowing your numbers will help you strategize and use your time in the most effective way possible. 

What’s the best way to get past the gatekeeper and talk to decision makers? This course shows you what to say and what not to say, so you can successfully interface with people who can buy what you sell. This course offers key tips on how to get and maintain interest. This includes how to ask “ledge questions” to save a conversation that may be slipping away from you. 

 

Topics covered include: 

  • Explaining the essentials of appointment making 
  • Summarizing the model of appointment making  
  • Discussing how to answer a direct question or direct statement  
  • Identifying the five categories of objection 

 

Enjoy over an hour of high-quality HD content in the “Uniquely Engaging”TM Bigger Brains Teacher-Learner style! 

Course Contents:

# Lesson Length
1 Introduction to Appointment Making 8:29
2 Speaking to Decision Makers 4:44
3 The Importance of Scripts 12:12
4 The Appointment Making Process 12:03
5 The Five Categories of Objection 7:38
6 Repeat, Reassure, and Resume 5:26
7 Overcoming Objections: Part 1 11:14
8 Overcoming Objections: Part 2 5:21
9 Overcoming Objections: Part 3 9:55

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