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Description

Telephone Prospecting: Preparing Calls, Engaging Attention and Securing the Meeting

Structure your prospecting calls to get past gatekeepers and secure qualified meetings

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

Prospecting calls are often under-prepared and end quickly. The assistant screens the call. The prospect says they need nothing before the proposition has even been heard. The salesperson dials one number after another with no follow-up and call-backs are lost. Discouragement sets in, when the issue usually lies in the preparation and in the first few seconds of the conversation.

These two days work on the call from start to finish. You prepare your targets and your opening argument. You get past gatekeepers without applying pressure. You capture attention from the very first sentences. You handle the most common objections and you close on a dated meeting. Numerous simulated calls give the session its rhythm.

Learning objectives

  • Prepare a call plan suited to the target audience
  • Get past gatekeepers and reach the decision-maker
  • Capture attention from the first sentences of the conversation
  • Handle the most common objections without confrontation
  • Close the call with a dated and confirmed meeting

What makes this programme different

Simulated calls recorded and reviewed with the group
Call plan built around each participant's real offer
Objection library built from participants' own field situations

Programme

1Preparing Your Calling Campaign

The work that comes before dialling

  • Targeting and qualifying contact lists
  • A precise objective assigned to every call
  • Building the call plan
  • Organising calling slots and follow-up

2Getting Past the Gatekeeper and Engaging Attention

The first few seconds decide the outcome

  • Vocal attitude and speaking pace
  • Getting past the gatekeeper without confrontation
  • Opening statement and stating the purpose of the call
  • Questions that open up the conversation

3Conducting the Conversation

Listening in order to propose accurately

  • Questioning and identifying the need
  • Rephrasing and validation
  • Short benefit-driven argumentation
  • Signals of interest and signals of refusal

4Objections and Closing

Turning the call into a meeting

  • Objections relating to availability
  • budget and need
  • Handling and bridging techniques
  • Proposing a meeting and offering an alternative date
  • Confirmation
  • follow-up calls and contact tracking

Who is it for

Inside sales representatives · telephone prospectors · business development officers and anyone making prospecting calls.

Prerequisites

No prerequisites

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.