Do you or your sales team need to schedule a discovery call, sales appointment or demo to advance your sales process with a clone of your very best clients and accounts?
Sell a meeting, and you have a chance to sell a new account.
No meeting? No chance to close a new account.
What people say about the strategies in this book…
- We had set 3022 meetings, 85% of which were with C-level decision-makers
- Grown from three hundred customers to over nine hundred
- Directly contributed to the 5X growth of our organization
“Look Inside†To read the full testimonials.
This guide is about two things.
1. How to earn attention and interactions with top decision makers within accounts that are clones of your best accounts.
2. When you earn that often momentary attention, communicating something substantial, credible and different enough to enable someone who is going to write a big check to conclude you are worth more of their time.
That’s it.
Work a system that allows you to pitch a top dog.
Then don’t screw it up when you do. Have something worthwhile to say.
B2B appointment setting is not rocket science, do a few key things right, avoid the common mistakes that doom your efforts and you are halfway to success before you even made a call or sent an email.
THE BUYERS ARE OUT THERE AND YOU MAY BE THEIR BEST OPTION. BUT if you don’t get their attention or communicate what they must hear to conclude that you are worth some of their valuable time, a competitor will get their check. You were not able to sell the meeting.
Sales scripts: Many companies are sitting on great things to say and not saying them. Learn to create a “pile of words†so that crafting impactful phone scripts, voicemails, Emails and more will flow easily.
DON’T LET QUALIFIED BUYERS LUMP YOU IN WITH ALL THE KNUCKLEHEADS THAT CONTACT THEM AND WASTE THEIR TIME.
Your guide to clarity on how to book more first sales conversations, Scott Channell, learned in the trenches, sitting in a cube, dialing the phone and experiencing the monotony, frustration, and euphoria of high-level sales prospecting. Before he started coaching sales teams, he smiled and dialed his way to booking more than 2,000 face-to-face sales appointments with C-Level executives in diverse industries. His paycheck used to depend upon setting appointments that ended up closing in both B2B and B2C markets — still training teams and coaching reps on these strategies 25 years later. He has seen what works in many environments and adapted to those changes over time.
Table Of Contents
1. Introduction: No First Meeting, No Close
2. Why Do This?
3. 31 Key Drivers
4. Six-Core Concepts
5. Know Your Goals
6. Selecting Your Targets
7. CRM/Contact Manager Setup
8. Call Process
9. Your “Pile of Wordsâ€
10. Crafting Your Scripts
11. Your “Identify the Decision-maker†Script
12. Your “Set The Meeting†Script
13. Your Voicemail Scripts
14. Sample Email Touches
15. Objection Response Concepts
16. Objection Responses
17. Intro: Managing Your Day
18. Your Launches: Part One Of Your Day
19. Your Follow-Ups: Part Two Of Your Day
20. Spending More Time With Those Worthy: Part Three Of Your Day
21. Calling A Suspect: From First Call To Last
22. What If It Is Not Working
23. How To Find A Good Appointment Setter
24. Compensation and Incentive Systems
25. Management and Marketing Integration
26. Selling With House Money: Do You Make More Sales By Focusing On Overall Process or Individual Outcomes?
27. Managing Your Sales Debt
28. A Few Tips From Top Appointment Setters
Tags: cold calling, cold call, lead generation, sales prospecting, phone scripts, sales scripts, appointment setting, set sales appointments, b2b selling.
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