Sales1Boston offers vibrant, interactive, face to face sales training to assist teams in implementing and prolonging quantifiable improvements within key skills sets. Our curriculum is reinforced with a variety of options including face-to-face follow-ups, conference calls, management calls and on-going field assessments.

Pipeline Management – Discover how to manage your prospect base more efficiently and maximize your time by having more conversations.
Setting more Appointments – Learn the skills you need to create and set more qualified appointments, while dramatically improving your presentation ratios.
High Efficiency Selling – Gain a better understanding of the interview process, effective questioning techniques and creating winning proposals.
Selling over the Phone – Become skilled at connecting with more of your prospects, controlling conversation flow & advancing telesales closing ratios.
Managing your Team - Develop superior communication skills with your Reps. Help develop real performance goals and employ valuable team planning.
Extended DISC – Learn how to connect with customers through understanding people. Leaders will assess talent with precision.
Sales and Business Coaching – Our team of experienced small business specialists understand the intricacy of your business, branding and evolving .

Appointment Setting (cold calling)

This curriculum is based on a book written by Stephan Schiffman, Cold Calling Techniques (That Really Work), which was listed by U.S. News and World Report as one of the top 50 business books ever written. This workshop also incorporates the teachings of Sale1Boston’s National Sales Trainer, who has mastered the art of successful cold-calling.

The sales process commences by putting yourself in front of people who are prospects for what we have to offer. Most salespeople have never been trained on the specific skills required to do this (i.e. to set good, qualified appointments). This workshop takes people through a step-by-step approach to conducting a successful appointment and making a call.

There are five basic elements to the call:

  1. Make the initial contact
  2. Reason for your call
  3. Identify pain points/concerns
  4. Mini-commercial (what you do)
  5. Establish the appointment

It sounds straightforward - and it is - but numerous salespeople lack the confidence and understanding that is needed to position adequate appointments in their calendar to reach their goals. Another important element of our curriculum is the way we handle the call when we acquire a negative response, which happens more often than not. Most salespeople simply get off the phone when they hear, “no thanks.”

We teach people how to foresee negative responses. It is possible to deal with the unconstructive in such a way that will allow a salesperson to still book a good appointment. We also coach techniques for leaving a message, getting through gate keepers, “phone tag”, and many others. As a result of capitalizing on this program, your salespeople will have a great deal more confidence on the phone. They will have the capacity to reach more decision makers and establish face-to-face meetings with key prospects which result in greater activity and sales.

Appointment-setting is a very practical, “same-day-results” program. Your salespeople will make live calls on the day and we frequently set more appointments in one hour than the team might have set in the whole previous month! In addition, you will be able to distinguish the “real ratios” for each salesperson.

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