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Description

Appointment Setting by Phone: Open Strong, Get Past Gatekeepers and Close the Date

Two days of intensive telephone practice to secure more appointments from the same contact lists

  • 2 days — 14 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

On the telephone, everything is decided in a matter of seconds. Experienced sales professionals know the theory but keep repeating the same habits: an overlong introduction, a closed question at the outset and a retreat at the first objection. Calling sessions become less and less frequent as rejections accumulate.

These 14 hours are designed as a training ground rather than a presentation. Participants make real calls to their own target accounts between the teaching sequences, and those calls are then reviewed and reworked. The programme focuses solely on securing the appointment, whereas a broader prospecting course also covers targeting, list building and follow-up sequences.

Learning objectives

  • Build a telephone opening that holds attention within a few seconds
  • Get past gatekeepers and voicemail without damaging the relationship
  • Handle initial objections while keeping the appointment objective in view
  • Propose a date directly and with confidence
  • Analyse your own calls to correct ingrained habits

What makes this programme different

Real calls placed to genuine target accounts between each sequence
Group listening to recordings with immediate reworking of wording
An individual appointment counter tracked across the two days

Programme

1Preparation and Opening

Winning the first few seconds

  • A single objective for the call and the right mindset before dialling
  • Short self-introduction and a customer-centred opening line
  • Voice
  • pace and audible smile
  • Preparing the information you need before the call

2Gatekeepers and Voicemail

Reaching the decision-maker

  • Working with assistants and switchboards
  • Wording that opens the way through
  • Leaving an effective voicemail message
  • Call-back strategy and the most favourable time slots

3Initial Objections

Staying on the line

  • Responses to the most common brush-off statements
  • Handling the request to send documentation
  • Regaining the initiative after an objection
  • Recognising the moment to let the call go

4Closing and Tracking Results

Securing the date

  • Firm proposal of a time slot with an alternative
  • Written confirmation of the appointment obtained
  • Traceability of calls and promised call-backs
  • Analysing your conversion rate call by call

Who is it for

Sales representatives · telesales staff · business development officers and sales support staff who already make prospecting calls.

Prerequisites

Regular practice of outbound prospecting calls.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.