The Initial Appointment Workshop
This engaging workshop helps sales representatives, account managers, merchant representatives and others excel in their first meetings with potential prospects or clients.
The purpose of The Initial Appointment workshop is to have consistent and structured appointments designed to uncover possible needs and to help create a sense of urgency to have decision makers move forward with specific next steps.
AUDIENCE
Sales Representatives
FORMAT
1 day workshop
up to 30 participants
PRE-WORK
No pre-work required
Course Highlights:
- Strategies for researching potential prospects or existing clients and understanding their needs before the first interaction
- Developing a a consistent opening benefit statement and establishing credibility early in the conversation
- Learn the six steps of the initial appointment process
- Approaches to develop trust and rapport quickly, making the prospect or client feel valued and understood
- Methods for asking the right questions to uncover the prospect or client’s challenges and goals
- How to articulate your offering in a clear manner that aligns with the needs of the prospect or client and showcases value
- Techniques for addressing concerns and objections with confidence and empathy
- Best practices for negotiation skills and securing a commitment to move forward and scheduling follow-up actions
Participants will engage in role-playing exercises to practice these skills in real-time, receiving feedback to refine their approach in a low stress environment.
After completion of their workshop, Lovett Sales Inc. continues to follow their progress up to two weeks post training to ensure best practices.