Mastering consultative selling and appointment setting

SALES APPOINTMENT

Structure your sales meetings to better identify your clients' challenges and increase your conversion rate!

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.1/5 (2458 reviews)

Success rate*

100%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The evolution of the sales cycle and the phases of the sale

Identify good (and bad) sales practices.
Choosing which sales profile to adopt for each client
Optimize your sales cycle

Practical activities:

Complete the self-assessment of your sales practice
Calculate pipeline increase

Prospecting and appointment setting

The prospecting plan
The call script

Practical activities:

Work on your call script
Conduct a self-debrief on a prospecting session

Prepare and structure the sales meeting

Prepare the sales meeting
Framing the interview using the OPA (Objectives, People, Agenda) method
Start the meeting with the Elevator Pitch.

Practical activities:

Complete the checklist of preparation steps for a sales meeting

Questioning and dialogue tools

Dialogue Maps Level 1
Questioning topics
SPIN Questioning Structure

Practical activities:

Complete the 'Dialogue Tools' Template with concrete examples
Create a register of questions by theme specific to your profession

Argue your point and engage the client to close the sale

Structure your sales pitch
Handle customer resistance with the CRAC method
Closing the Sale
The Absolutely Perfect Interview

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales representatives, business developers, technical sales representatives, consultants, sales managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

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Would you like to discuss your training needs?

Optimize Your Business Appointment Setting Strategy

Making a sales appointment is an essential element of any effective sales strategy. Whether by email, phone or in person, succeeding in getting a business appointment can make all the difference in closing a deal. But how do you formulate a convincing business appointment request? What are the best techniques for making a sales appointment? In this article, we reveal the most effective strategies and methods to maximize your chances of success in making a sales appointment.

Submit a Professional Appointment Request

The first step to getting a business appointment is to make a clear and concise request. In your email or phone call, be sure to briefly explain who you are, what you offer, and why the appointment would be beneficial to the recipient. Don't hesitate to personalize your message by showing that you have taken the time to learn about the company or person you are contacting.

Appointment Setting Techniques

There are several effective techniques for scheduling a business appointment. The first is to establish a relationship of trust with your contact by asking open-ended questions and listening carefully to their needs. Next, offer a solution or service that specifically meets those needs, highlighting the benefits for your contact. Finally, set a date and time for the appointment, making sure it suits your contact.

The Best Tools to Organize Your Appointment Booking

To efficiently organize your appointments, several tools are available. Customer Relationship Management (CRM) software is particularly useful for tracking your contacts and scheduling your appointments. You can also use online scheduling tools that allow your prospects to choose a time slot that suits them, which simplifies the process for both parties.

Follow up after an Unsuccessful Appointment

Sometimes, a request for a sales appointment does not yield immediate results. In this case, it is important not to give up and to follow up with your contact in a professional manner. You can send a follow-up email to reiterate the purpose of your request and suggest a new date or time slot. The key is to remain persistent while respecting the limits and preferences of your contact.

Successful Sales Appointment Setting

To ensure the success of your sales appointment setting, here are some additional tips:

– Be concise and clear in your message.

– Tailor your approach to suit your audience.

– Highlight the benefits for your contact.

– Follow up with your prospects professionally and regularly.