On the Marketer of the Day Podcast with Robert Plank he asked me “Scott, what makes you unique?
Listen to my answer. Transcript below.
Transcript – lightly edited
Robert Plank: [00:00:00] There’s so many books out there. And as far as you, Mr. Scott channel author of Sell the Meeting, how are you different? How do you stand out from all the other sales training out there?
Scott Channell: I think that what makes me different is before I taught it, I actually did it. So before I wrote my first book in oh four, which was entitled, setting Sales Appointments. Alright. I had booked over 2000 meetings at the C level, in those days my, that’s when.
Cold calling was freaking cold calling. Alright. And you didn’t have the databases and the tools. You were grinding it out. And what’s calling it a high level. And, when my paycheck depended upon getting those results. So to me it wasn’t, a theoretical exercise. What’s comfortable, what do I wanna do?
What, what’s gonna be acceptable to my coworkers around me now? No. It was strictly what is gonna work? How am I gonna book meetings that sell [00:01:00] when I, when you reach out to someone and they say hello, you don’t know if they’re a buyer or on the opposite end of the spectrum.
A total non-buyer. So you’ve gotta interact with them as if they were a buyer. Say the things act as if they had a need and if they heard the right things, they could conclude, oh, hey, this person is worth more time. So I think the fact that. That mindset that I had is I had to get results or I didn’t get paid.
Has really stayed with me throughout my career. And then the other thing is I think my direct marketing background, actually before I started doing outbound selling. Really helped because you do learn when you’re spending your money or a client’s money, what gets results and what doesn’t.
And I carried those principles in terms of, a properly segmented list, the value of segmenting as you go along the right interaction frequents and how that impacts the results. And then obviously in those days I was very good [00:02:00] at writing copy. They got results whether, in those days, yellow Pages newsletter, direct mail.
And that really followed through. ’cause I always thought as outbound sales as being direct marketing by phone or email. So I think that maybe is what makes me a little bit unique.
