Sell a meeting, and you have a chance to sell a new account. No meeting? No chance to close a new account.
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.
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.
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 AND IDIOTS 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.
Learn to work a system to pitch a top dog. Then don’t screw it up when you do. Books available on Amazon.
“You don’t want to realize economic recovery has begun by seeing competitors’ close clients that should have been yours” Scott Channell
There is a light at the end of the ecomomic tunnel, and it does not have to be another train.
Next few months will be super rough. Companies need to survive the present but be ready for the recovery.
Before you even get to sales strategy, tactics, scripts, qualifying or closing there are two qualities you must possess to come out of this poised to rise.
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