Course : Prospecting Over The Phone And Making Appointments
Practical course - 2d
- 14h00 - Ref. VTE
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 | Organize your approach and your prospecting time |
| Develop effective communication on the telephone |
| Get targeted appointments |
| Develop your client portfolio |
| Commercially approaching difficult calls |
Practical details
Hands-on work
Self-assessment, scenarios, role-playing exercises on effective behavior, recorded telephone role-playing.
Course schedule
1 Developing communication tailored to telephone prospecting
- Understanding the specifics of telephone communication.
- Overcoming your own obstacles.
- Personalizing the telephone relationship and making it dynamic: rhythm, voice, intonation.
- Building a relationship of trust: the right tools.
- Adopting positive communication.
Exercise
Exercises on voice, listening, questioning, positive speaking through role-playing.
2 Organizing yourself for successful prospecting and appointment-setting
- Evaluating the stakes of the sales prospecting process.
- Organizing your prospecting rhythm and sustaining it over time.
- Defining the targeting criteria: "asset-appeal" matrix.
- Setting the objectives and stages of your action strategy: The right questions to ask yourself.
- Identifying the potential motivational drivers of the prospect.
Role-playing
Detect the purchasing motivations of the person you are talking to. Group debriefing.
3 Making a successful prospecting and appointment-setting call
- Conducting a telephone interview: best practices.
- Attracting the attention and interest of the other person.
- Framing your communication to sell the appointment.
- Addressing objections in a positive way.
- Closing positively: rephrase and conclude.
Role-playing
Arouse the interest of the contact on the telephone. Collective debriefing.
4 Overcoming the "roadblock" obstacle
- Planning your prospecting to limit risks.
- Overcoming the roadblock: tips and behaviors to consider.
Role-playing
Overcome obstacles on the phone. Collective debriefing.
5 Making a pitch and handling objections.
- Adopting the right pace in your communication: silence, rebound, rephrasing.
- Grabbing the attention of your client.
- Thinking in terms of customer advantage/benefit.
- Proposing an agreement acceptable to the client.
- Building a guide to best practices for these calls.
Role-playing
Handle objections on the phone. Collective debriefing.
6 Evaluate your prospecting activity
- Choose evaluation and monitoring indicators tailored to what you do.
- Define actions to optimize performance.
Group discussion
Define the indicators for evaluating and monitoring the prospecting.
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
NATHALIE C.
22/09/25
5 / 5
this course should enable me to get more appointments with more confidence. very interesting course.
ELISA S.
22/09/25
4 / 5
a lot of practice, which is the plus of this course. the format over days is perhaps a little long in video: 1.5 days would be sufficient.
BASSAM B.
16/06/25
5 / 5
Very good training, with a trainer who listened attentively and got involved. Effective role-playing exercises, perfectly analysed in post-processing.
Publication date : 03/19/2024
PARTICIPANTS
PREREQUISITES
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
PREREQUISITES
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
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