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Mastering Sales Series
The Appointment Making
Formula™ Sales Training
Web Based Workshop with
Klpz
Our methodology is
holistic in nature; template based in application, and is called
The Appointment Making Formula™
(The Formula, for
short). It is based on years of feedback from many different
approaches to setting appointments to jump-start activity and sales,
whether it be for face-to-face or telesales selling environments. We
believe that the appointment making process is just another management
challenge that can be broken down into its component parts, monitored,
measured and then incrementally improved from both an effectiveness and
efficiency basis. This is addressed through a combination of ‘Art’,
which is the methodology, messaging and techniques of the process;
‘Science’ or the mechanics of the process; and ‘Best Practices’ which is
a combination of both applied uniquely to your situation.
For more information regarding the methodology and
what is taught,
click here...
Workshop logistics are mentioned below.
Flow Chart of
The Appointment Making Formula™
To address the
efficiency challenge (Science), we incorporate an automated appointment
software tool to help
in the process. The tool we recommend (Klpz) generally provides three
advantages:
1) It
either allows for the doubling of the number of calls that can be
accomplished in a set period of time or cuts in half the time necessary
to make the same number of calls.
2) Because
the time and effort involved in using the tool is so minimal, it is
actually used by reps; providing management (and the rep) with metrics
to improve performance.
3) The
investment of time during the pursuit of each suspect is recorded,
providing the organization with a history of the territory and the rep
with easy to leverage information to fuel subsequent pursuits of the
same suspect.
This five hour workshop is a condensed version of our standard
Prospector’s Academy™
and is delivered as a part of a Klpz based solution to address both
effectiveness and efficiency. It consists of five separate ninety
minute sessions. It is designed for those that only want the basics,
for smaller sales forces, geographically dispersed sales forces, or
individual sales people. It will enable you to utilize proven methods
for overcoming call reluctance, capitalizing upon referrals to penetrate
large accounts, and securing more appointments with decision makers.
Using The Formula’s templates, Sales Representatives will
create their own individual approach for qualifying and appointment
setting and build key skills necessary to generate new appointments.
The differences between this format and the full
Prospector’s Academy™
format are reduced role playing, the removal of lead and referral
generation discussions, and no live call blitz. Follow-through
services to reinforce the methodology and develop personalized Best
Practices are optional in this program.
For more information regarding the methodology and
what is taught,
click here...
WORKSHOPS OFFERED and FREQUENCY:
The actual
workshop is a live, instructor led workshop delivered over the web via
GoToWebinar.com on the last Tuesday in every month except for July and
December. The workshop is approximately 5 hours in length.
Optional Homework exercises are
assigned after the workshop to re-enforce the material.
The web-based workshop will be offered
ten times each year. Check the list below for exact dates:
2011 Dates:
 | Tuesday, January 25th
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, February 22nd
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, March 29th
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, April 26th
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, May 31st
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, June 28th
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, August 30th
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, September 27th
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, October 25th
(1:00 pm - 6:00 pm Eastern-Time) |
| Tuesday, November 29th
(1:00 pm - 6:00 pm Eastern-Time) |
COST:
The cost for each workshop is $495, which includes
all of the materials for the course.
There are two additional options that are highly
recommended by past participants. (Combined price is the best value.)
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Homework review – The Formula is a
template based methodology. To effectively implement your solution,
you’ll be assigned homework at the end of the five sessions. These
assignments will step you through the upfront thought work and then
the actual implementation of your scripts, counters, voicemails,
emails (if appropriate) using The Formula’s template.
The workshop instructor will review your homework to make sure you are
interpreting The Formula properly for optimal results.
This reduces the risk of improper implementation. - $100 |
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Coaching sessions – these are two additional one hour phone sessions
that involve trouble shooting your results and actual practice (role
play) of your scripts, counters, voicemails, etc. with other
students. The instructor will critique and make the necessary ‘course
corrections’. If you’ve ever taken effective sales training, this is
where most participants gain their confidence in the application of
the material. - $175 |
| Combined package of homework review and
coaching - $200 |
QUESTIONS, RESERVATIONS AND REGISTRATION:
To register, please
click here
and download the registration form that can be emailed back to us at
registration@caponipg.com
.
For payment, please bear with us for a while until
we get our complete registration system online. To complete
payment or ask us any questions, please call
us
at 859 559-0342 x3 and speak to Kent Howell.
Payments can be made by credit card (MasterCard, Visa, Discover, or American
Express) or via check (received five business days prior
to the start of the workshop and made payable to KOSA Consulting).
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