Most financial advisors have never been trained on their Appointment Setting skills. Most of them just get on the phone and start talking. My most popular – and effective – phone training program is a comprehensive seminar with two coached dialing sessions. The goal of the program is to train the managers to be better phone teachers and phone coaches. By demonstrating a STRUCTURED, TRANSFERRABLE PROGRAM to the management team, the agency becomes better equipped to train all advisors on how to set appointments.
The program covers a variety of important components of being successful in getting appointments.
The basic content of the seminar is below:
• Understanding how Americans feel about their phones
• Recognizing the sales sequence starts with creating a lead
• Discussion of various marketing techniques and how they affect your scripting
• Learning how to keep meaningful phone statistics
• Diagnosing problems by using ConsulTel's statistical system
• Maintaining a good attitude about phoning
• Getting properly prepared for the phone call
• Having the discipline to set call times and stick to them
• Understanding the structure of an appointment setting script
• Learning how to answer the client's response to your script
• Knowing when to hang up and call the prospect at another time
• Confirming techniques and scripts
• Handling no-shows politely
• Leaving voice mail (or not)
• Selecting marketing ideas to create easier leads, less calls and more appointments
• Getting past the gatekeeper; answering "what is this about?"
• How to and when to fire a client or give up on a prospect
• Keeping a lead control system
In addition to the above, we will look at the history of telemarketing in America and discuss how Americans react to phone calls. It is important to adapt your skills to the constant changes between phones and their owners.
The program consists of a full day seminar and two dialing sessions. Most importantly, the management team will meet with me to plan how to change the training, coaching and supervision of appointment setting at the agency.
Note: This program can be a full day event, without the coaching but I advise against it. Since the goal is to train the management team to be better coaches, the dialing sessions are an important element for long-term change.
The insurance industry focuses their management teams on the selling aspect of the business and does not spend enough time training managers on the lead generation and phoning components.
ConsulTel, Inc. offers a full day seminar for managers with an option for on-going coaching. Most sales managers became successful in this industry by using methodologies that may or may not be helpful to their current recruits. Our program emphasizes the marketing ideas that are most effective in the current climate for financial services professionals.
Adding to that is a structured way of supervising the appointment setting phone calls and you have a program that produces more winners.
The seminar will cover two important training elements:
1. how to create a climate that promotes a strong marketing and phoning culture in your firm
2. how to individually train, supervise, motivate and coach an advisor you have recruited into your team
The basic content of the seminar is below:
• Recognizing the sales sequence starts with creating a lead
• Why are your agents struggling?
• Managing call times and establishing how many hours are needed to set appointments required
• Utilizing an effective, diagnostic tracking system for phoning
• Teaching the components of a good script
• Training agents on answering the client’s response to a script
• Voice mail techniques
• Selecting marketing ideas to create easier leads, less calls and more appointments
• Supervising your agent’s leads and marketing plan
The Train the Trainer program focuses on the specific needs of the management team in regards to phone skills. Most managers have been trained to be better sales coaches than phone coaches and this seminar zeroes in on the techniques needed to teach, supervise and coach another person in their appointment setting skills.
Topics covered include:
• Key elements of effective learning
• Components of good training
• Elements of successful appointment-setting by phone
• What sales organizations need
• Teaching basic phone skills
• "Call reluctance" issues
• Understanding phone interaction
• Structure of a script
• Handling responses
• Using role plays
• How to coach
• Problems common to sales people
Please contact Gail B. Goodman for details on key note speeches to fit your program’s schedule.
Please CONTACT US to schedule a seminar.
email: gail@phoneteacher.com
Phone: (914) 242.1108