The telephone clinic will be a “live” session with participants on each team contacting real-life prospects (using lists developed for pre-workshop assignment.) If your prospects are not available during the time period for this clinic, you will have the opportunity to call someone else’s prospects to set up appointments.

This will be a team competition, with each team of four assigned to its own room and telephone. The objective is to make the most prospects appointments within a 45-minute period; learning through exchange of ideas and skills is an equally important objective.

Here are some specific guidelines to follow:

1. When you reach your assigned room, start immediately and continue calling for 45 minutes. Your assigned room is:______________________
Begin at:__________________________________

2. All four participants on each team should rotate calls, regardless of outcome, until 30 calls have been made or the 45 minutes have expired, (whichever comes first)

3. Use the Telephone Prospecting Checklist/Scorecard on the next page to do a 30 second critique immediately after each call. Note the items that your teammate did well, and suggest tactics he/she could have used to improve the call

4. When time is up at ________, as indicated by your instructor, you will have 5 minutes to recap your calls and prepare feedback to the reconvened group on:

a. Call results

b. What was learned?

There are additional Telephone Prospective Checklists in your toolbox that can be used for this clinic and in monitoring your own real life calls.