PDF Telephone Sales & Appointment Setting How To Become World Class

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How to Book an Appointment with Anyone

Before the end of the day, you need to make calls. Your sales manager has given your team a big pep-up talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. Or skip to the script. I am calling about our softare thathelpsyouwiththestrategicimplentation of your biggest problems from OutboundCompany.

Are you interested in a product demo of how we are in the magic quadrant? We have won all these awards. Are you the decision maker?

Townsend Wardlaw

Give me two hours and we can get you going -- unless you don't have a budget. There are lots of calls like these taking place each and every day. Now, if you are calling your prospects and saying the same thing to all of them, essentially pushing your product -- just stop. If you follow this script the best cold call script ever, am I right?!?

Sample Cold Call Script

For example, maybe your verticals are hospitality and retail. It should now be much easier to find specific companies or people who could use your product or service. In most environments, cold calling may yield one appointment for every live-interactions. Implementing this approach to appointment setting produces dramatic results. I hope the techniques described provide a structured framework for sales organizations and sales professionals to improve their capabilities.

It is important to remember we started with an acknowledgement that Selling is an art form consisting of a few simple actions that must be performed consistently and flawlessly. As such, sales can be mastered by anyone with the discipline and determination to take actions that always require effort and sometimes appear counter-intuitive.

Getting the first meeting represents an area where a consistent approach will ensure you invest your time on those prospects and opportunities that have the highest probability of delivering the desired result. As such, I will discuss the specific elements necessary for effective appointment setting: Appointment Setting Tip 1: Appointment Setting Tip 2: Appointment Setting Tip 3: Appointment Setting Tip 4: Appointment Setting Tip 5: Ensure you are focused on the right objective for your call.

Appointment Setting Tip 6: Make it easy for them to say yes. Appointment Setting Tip 8: Be prepared for objections. Reschedules are a part of the process.

21 Top Tips for Appointment Setting

Conclusion I hope the techniques described provide a structured framework for sales organizations and sales professionals to improve their capabilities. By Townsend Wardlaw photo credit: As a result, it becomes all the more important to set a structure and clear goals for effective appointment setting. The real decision-making authority is always at the top.

Hence, call center executives should aim to connect with those C-suite executives who would eventually sanction the purchase. Starting from below might be easier, but in the end, it will only result in repetition of process. It is not always true that building consensus at the functional level helps in converting the sales. Gone are the days when there was a single decision maker in the business.


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With the evolution of the consumer landscape, roles are getting re-defined and overlapping, and decisions are being taken by more than one individual. Instead of finding one right person to speak to, it makes logical sense to throw open the search.

How to Book a Meeting With Anyone in 3 Simple Steps

Often, such an approach improves the probability of connecting with a decision-maker who was not an obvious prospect. Before one gets an opportunity to pitch for the meeting, it takes about 8 to 12 attempts across 3 to 5 prospects. Therefore, patience and perseverance is the key to success with regard to appointment setting. The successive steps of calls, emails, voice mails, redirects, etc. One can never sell in the context of an interruption.

Appointment Setting With Cold Calling - How To Nail It Every Time

Hence, it is polite to ask the prospect if it is okay to begin the conversation at that moment. No one wants to establish relations with an intruder. The idea of appointment setting is just to schedule a meeting so that salesmen can market the offering. Thus, it is important to remain focused on only this activity and resist any marketing statements at this stage. The caller may not be a savvy salesman, and therefore, opening a conversation about offerings can dilute the chances of securing an appointment.