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.
This guide is about two things.
- How to earn attention and interactions with top decision makers within accounts that are clones of your best accounts.
- 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.
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.
Although a mystery to many, this sales prospecting and lead generation process is not rocket science, do a few key things right, avoid the common mistakes and pitfalls that doom your efforts and the efforts of your team to sure disaster, and you are half way to success before you even made a call or sent an email.
THE BUYERS ARE OUT THERE. There are many qualified buyers actively looking for options that will write a check to somebody. They can’t write it to you or your company if they don’t hear from you or if they do, they are unable to determine that you are worth some of their time. If you drool over the phone, are unclear, assume too much, you lose out on qualified opportunities.
YOU MIGHT BE A BUYERS BEST OPTION, BUT if you don’t get their attention or communicate the things they must hear to conclude that you are worth some of their valuable time, you lose out on that opportunity. You were not able to sell the meeting.
SALES SCRIPTS AND MESSAGING: Many companies are sitting on great things to say and not saying those things. Learn about how to create a “pile of words” so that crafting impactful phone scripts, voicemails, Emails and more flow easily.
DON’T LET QUALIFIED BUYERS LUMP YOU IN WITH ALL THE KNUCKLEHEADS AND IDIOTS THAT CONTACT THEM AND WASTE THEIR TIME. Say the words that enable them to conclude that you are superior, different and worth meeting with.
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
Before You Even Think Of Calling
- Introduction: No First Meeting, No Close
- Why Do This?
- 31 Key Drivers
Setting Up Your System
- Six-Core Concepts
- Know Your Goals
- Selecting Your Targets
- CRM/Contact Manager Setup
- Call Process
- Your “Pile of Words”
Messaging And Phone Script Paths
- Crafting Your Scripts
- Your “Identify the Decision-maker” Script
- Your “Set The Meeting” Script
- Your Voicemail Scripts
- Sample Email Touches
- Objection Response Concepts
- Objection Responses
A Day In The Life Of An Appointment Setter
- Intro: Managing Your Day
- Your Launches: Part One Of Your Day
- Your Follow-Ups: Part Two Of Your Day
- Spending More Time With Those Worthy: Part Three Of Your Day
- Calling A Suspect: From First Call To Last
Beyond The Call
- What If It Is Not Working
- How To Find A Good Appointment Setter
- Compensation and Incentive Systems
- Management and Marketing Integration
- Random Thoughts And Meanderings