Phone-based Appointment Setting for Sales Meetings (in Polish)

HILLWAY Training & Consulting is a Polish training and consulting company, established in 2011 by experienced industry practitioners. We specialize in developing competencies and qualifications through high-quality business training – including soft skills, hard skills, and industry-specific training. We focus on real business challenges, offering dedicated training programs and consulting projects in areas such as management and leadership, sales, customer service, effective communication, HR, debt collection, and call center operations. What sets us apart is our individual approach to clients, commitment to high quality and effectiveness, flexibility, and a team of expert practitioners. We conduct projects throughout Poland and abroad. Our mission is to support the development of companies and employees by providing knowledge and tools ready for immediate application. More information can be found on our website hillway.pl

"Telephone Appointment Scheduling" is a practical program aimed at enhancing sales skills, with the goal of increasing the effectiveness of scheduling business meetings – both through cold calls and referrals. The training focuses on reaching decision-makers, overcoming "gatekeepers", generating interest, and achieving the conversation's goal, which is to successfully schedule a meeting. Participants will learn specific conversation models, techniques for overcoming objections, and ways to present themselves and their offers that increase the likelihood of obtaining agreement for a meeting. An important element of the training is creating a database of the most common objections and developing effective responses. The training program includes conversations with B2B and individual clients, conducting so-called "white interviews", managing conversations, handling difficult situations, and building relationships with clients – even when the meeting was not scheduled on the first attempt. Workshops allow for the development of collaboration methods between telemarketers and salespeople, emphasizing the quality of scheduled meetings rather than just their quantity. The training also covers topics related to lead generation and email contacts.

The training is intended for a wide audience, including:

• Key Account Managers
• Sales Representatives
• Client Advisors and Client Managers
• Insurance Agents and Financial Advisors
• Real Estate Agents
• In-house Telemarketers and Call Center Agents
• Sales Support Departments

The main objectives of the training are:

• to increase the effectiveness of scheduling business meetings by phone
• to develop skills in reaching decision-makers and handling objections
• to build relationships and effective collaboration with salespeople

Participation in the training will bring participants a range of benefits, such as:

• increased quantity and quality of business meetings
• better preparation for conversations with decision-makers
• greater motivation and confidence in telephone contact with clients

"Telephone Appointment Scheduling" is a training composed of 5 modules that develop skills for effectively reaching clients and scheduling valuable meetings:

• Module 1: Preparation for the Phone Call
  • identifying decision-makers and conducting white interviews
  • creating an effective conversation goal
  • time management and planning actions
• Module 2: Structure of the Sales Conversation
  • B2B and B2C conversation models
  • introducing oneself and the offer in the first seconds
  • generating interest and avoiding objections
• Module 3: Reaching the Decision-Maker
  • techniques for getting past the gatekeeper
  • relationship with the decision-maker's assistant
  • conversations in situations with no contact data
• Module 4: Working with Objections and Difficult Clients
  • responding to "No, thank you" and other blocks
  • conversing with a talkative or demanding client
  • building relationships despite refusals
• Module 5: Motivation and Collaboration with the Sales Team
  • motivating oneself to make calls
  • communication with the salesperson after scheduling a meeting
  • quality vs quantity – the importance of an effective meeting

Duration of the training: 2 training days - 16 hours with standard training breaks

• Training materials
• Trainer's travel to the venue
• Training management
• Needs assessment