Appointment Setting Telesales Training

Students of this course are expected to come to it with an open mind and willingness to learn. Expectations are that ALL students will complete and turn in course work on time.

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Course Requirements

Students of this course are expected to come to it with an open mind and willingness to learn. Expectations are that ALL students will complete and turn in course work on time. Course work may include: written assignments as well as audio and/or video recordings of call scenarios.

Course Description

You can’t reach your sales goals if you can’t get the appointment first.
This course is designed to generate more appointments, by empowering you to pick up the phone, and cold call the individuals, business owners, and executives you want to reach who need your product or service, to cut costs, generate revenue, or improve their processes!

Why You Will Want To Take This Course

If you work for yourself, own a small business, or have a sales title in an organization, you have sales goals to hit to keep your business running, meet your quota, and put more money in your bank account!

But, none of that will happen, until you set that first appointment!

  • How Do I Get Past The Secretary?
  • Are Cold Calls Really That Important?
  • Why Won’t An Email Work?
  • Why Aren’t My Voicemails Getting Returned?
  • What Do I Say To Get That First Appointment Booked?
  • How Can I Make My Sales Calls Stand Out From My Competition?

What You Will Learn

This program is not intended to replace networking, Linkedin, Facebook, etc. to generate new business. Rather, it is designed to complement what you are already doing, and give you a leg up on your competitors, or the competition you face in your organization, who lack the courage, or the skills, to pick up the phone and dial.

The course is set up in easy to understand modules that cover the tactics, strategies, and special situations you will encounter on your path through the receptionist, to voicemail, to the decision maker, to objections, to that first appointment!

  • Phone Call Empowerment
  • Mastering the Cold Call
  • Generating More Appointments
  • Surpassing the Receptionist Blockade
  • The Voicemail Message That Gets A Callback
  • Overcoming Objections
  • Elements of a Great Sales Call

Who This Course Is For

  • Sales Professionals Wishing To Up Their Cold Calling Game
  • Sales Managers Seeking To Groom Their Sales Team For Getting More Appointments
  • Company Owners Looking To Gain More Qualified Leads
  • Call Center Staff Members Who Desire Better Returns In Their Successful Call Rates

Course Curriculum

Total learning: 8 lessons / 1 quiz


The telephone trainer, for the Sales Academy is David Wall President of Active Prospecting Services & Better Elevator Speeches

David Was born in Flint, Michigan, and lived there through Elementary School Then, After Short Stints in Rhode Island and Indiana The family settled in Rochester, New York Where he completed High School & College David has a degree in Political Science, from St. John Fisher College Dave moved to Atlanta after graduating college in 1986 In search of opportunity and a warmer climate!

Dave's vocation is salesand he spent over 20 years in the telecom/technology industry, doing lots of cold calls, on foot, by phone, and by email....and winning numerous awards and recognition… During Dave's career he had numerous, well known, sales trainings…..including: Miller-Heiman * SPIN Selling * 7 Steps *Selling to VITO * Strategic selling

In addition, Dave has seen many of the great sales trainers/speakers over the years such as Zig Ziegler, Brian Tracy, Tom Hopkins, Tony Robbins, and many more!

Dave started his own business in 2008, Active Prospecting Services, focusing on sales training for the self-employed, with an emphasis on appointment setting skills, in particular the Telephone!

In 2012 Dave started a second business, Better Elevator Speeches, after noticing a need for better speeches at the networking events he attended….Dave has written over 3000 and is working on a book!

Dave's business and life mantra is……Less is more!

Dave lives in Dunwoody, GA with his wife Melissa, his 16 year old daughter Catherine, and their twocats Sonny & Cher who are siblings, and were adopted from a no kill shelter called, "Fur Kids"!

In his spare time Dave likes to watch classic movies, in particular westerns & science fiction.
In addition, Dave loves music, and at the age of 35, picked up & taught himself how to play guitar!
Dave also enjoys watching football, and sitting on the back screen porch with the cats, sipping a vodka martini, and watching the flora of birds that descend onto the multiple feeders in the back yard!
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