Getting Meetings with Prospects
Book more qualified meetings with the right decision-makers — and arrive in the strongest possible position from the very first call.
What this program changes for your business
more meetings booked per prospecting cycle
higher meeting rate with target decision-makers
fewer no-shows thanks to better call framing
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for real prospecting calls.
- Live calls recorded and debriefed
- AI simulations of gatekeepers and decision-makers
- Pitches and hooks rehearsed until natural
- Activation-ready prospecting plans from day one
Context
Faced with the natural erosion of their portfolio, salespeople must prospect relentlessly to win new clients. Complementary to marketing actions that generate leads, but always dreaded by salespeople, the phone remains an indispensable tool for meeting targeted prospects.
Objective
Who is it for?
- Business development representatives
- Inside sales teams
- Salespeople responsible for new business acquisition
- Account managers developing new territories
Program Outline
Understanding the stakes of prospecting
- Why prospecting remains essential despite marketing leads
- The mindset shift required for effective outreach
Qualifying your prospecting database using the internet
- Leveraging online sources to research and qualify targets
- Building a prioritised prospect list
Organising a prospecting campaign
- Planning and structuring your prospecting sessions
- Setting up your workspace and tools for maximum efficiency
Integrating the specificities of the phone
- Adapting your communication to phone-based selling
- Building confidence and energy in your voice
Succeeding at first contact
- Making a strong opening impression
- Establishing credibility in the first seconds
Getting past gatekeepers
- Proven techniques for navigating assistants and receptionists
- Adapting your approach to different gatekeeper profiles
Hooking prospects by sparking interest
- Crafting compelling value statements
- Creating curiosity that opens the conversation
Using anticipatory alternatives
- Guiding the conversation toward a positive outcome
- Proposing alternatives that lead to a meeting
Developing the appointment — less talk, more meetings
- Keeping calls focused and efficient
- Knowing when to stop selling and start booking
Handling objections: 'I don't have time', 'I already have a supplier'
- Recognising and addressing common pretextual objections
- Turning resistance into engagement
Closing and confirming the appointment
- Securing the meeting with a clear next step
- Confirming appointments to reduce no-shows
Training Format
- 1-day workshop (7 hours)
- Blended format: in-person or virtual
- Maximum 12 participants per session
- Recording analysis, methods, model sheets, simulations, live prospecting
- Post-training access to Skeells platform for 3 months
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Opening statement generation
Use AI to craft compelling, personalised opening statements that capture attention in the first 10 seconds of a call.
"Write 3 different cold call opening statements for a SaaS sales rep calling IT directors at mid-size manufacturing companies. Focus on reducing downtime costs."
Objection response preparation
Generate ready-to-use responses for the most common prospecting objections like 'I don't have time' or 'Send me an email'.
"Give me 5 confident responses to 'I already have a supplier for that' when cold calling about our cloud security solution. Keep them under 20 words each."
Prospect research and qualification
Quickly research a prospect's company, recent developments and potential needs before picking up the phone.
"Research [Company X]. Tell me their recent news, market position, likely IT challenges and suggest 3 reasons they might need a cybersecurity upgrade."
Prospecting email sequences
Draft multi-touch email sequences to complement your phone prospecting efforts.
"Write a 3-email prospecting sequence for a supply chain optimisation tool targeting operations managers. Each email should be under 100 words with a clear CTA."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Podcasts on prospect expectations, prospecting psychology and effective messaging strategies.
AI Role-Play Practice
AI prospecting call simulations — practice cold calls, handle objections and secure meetings in realistic scenarios.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
Sales Programs
Explore all sales training programs
Management Programs
Sales coaching & leadership
Our Method
Sales enablement approach
Skeells AI Platform
AI-powered sales skills development
White Paper
The Great Comeback of Sales Coaching
To learn more about our vision of modern sales coaching, read our white paper: The Great Comeback of Sales Coaching.
Interested in this program?
Let's discuss how to adapt it to your team's needs.