How to create a killer opening script.

Or, at least an effective one. A step by step formula.

In a blog entitled, How important is it to ‘nail’ your opening statement? I suggested it just isn’t worth agonizing over the creation of a ‘killer’ opening script. I stand by that. What this blog attempts to do is give you a step by step process to build one that is effective in getting you into the conversation you want.

Regardless of how good you make that opening; your targets will still say no when you first ask for the appointment over 90% of the time. If you understand and accept that, then the process below will help be in a strong position to ‘Counter’ the no you get. Continue reading “How to create a killer opening script.”

How important is it to ‘nail’ your opening statement?

Hint: It’s not as important as you think.

Regardless of how good your opening is, over 90% of your targets still say no when you first ask them for an appointment, don’t they?

Many sales professionals and their managers who must set appointments with people they don’t know tell me they struggle getting to the ‘perfect’ opening that will get people to agree to an appointment with them. In my opinion, that is a waste of good time. Continue reading “How important is it to ‘nail’ your opening statement?”

What does a quarterback’s ability to read defenses have in common with appointment setting?

Hint: it’s all about the ability to Counter the no we hear when we ask for an appointment.

I called one of my former students the other day to see how she was doing with her new found appointment-making skills and she said that one the biggest benefits she received from going through our Prospector’s Academy was the ability to quickly read the defense so she can audible to the appropriate play to counter what’s being thrown at her. (You’ve got to love the analogy!) Continue reading “What does a quarterback’s ability to read defenses have in common with appointment setting?”

Have Call Reluctance? Two ideas to defeat it.

The Virtual Bank Account and the Check Off List.

In previous blogs, I’ve written about the causes for Call Reluctance.  Most of those refer to preparation and the components of the process that need to be addressed. There are some of us, however, that even when totally prepared, would still rather being doing something else, and hence, do something else. Here are a couple of ideas that have been successfully used to visually see the value of the prospecting part of their job and then to motivate them to do it! Continue reading “Have Call Reluctance? Two ideas to defeat it.”

Six hints for setting appointments in a large geographic territory

How to be more efficient working remote areas of your territory

I’m sometimes asked how to best manage remote areas of a large geographic territory.  This applies to whether it is an ‘airplane’ territory or just a territory that includes more targets outside of a one-hour driving radius.

 

I am also going to make an assumption here that we are talking about a part of your territory that falls into one of three categories. It is very expensive to visit, you’ve got more opportunity than you can say grace over close to home, or the areas farther away just don’t have as many ‘quality targets’ in it so you don’t go there very often.  Continue reading “Six hints for setting appointments in a large geographic territory”

How to handle, “Sure, call me next week” and actually have the conversation.

Some exact wording that works.

So, you think you’ve got someone interested. They tell you they can’t talk right now, but you can call them next week and they’ll take your call.

After a bunch of calls where all you heard was ‘no’ or you’ve just left voicemail after voicemail, this is a pleasant departure, right? Someone that is actually interested! Continue reading “How to handle, “Sure, call me next week” and actually have the conversation.”

Should I ask for voicemail or should I leave my message with the receptionist?

And, if I opt for the receptionist, what do I say?

The answer to the first question may seem pretty obvious when you think about it academically, but when you get into the ‘heat of battle’ and the receptionist asks if they can take a message, many just go with the flow and say “Sure!” Continue reading “Should I ask for voicemail or should I leave my message with the receptionist?”

Dial by name directories – should I use it or not?

Or should I hit ‘zero’ and be connected to the operator?

If you’re not familiar with our philosophy and approach to appointment setting, we are all about being as effective as we can on each call so we are as efficient as we can be over time in the process of pursuing many targets simultaneously.  The reason is that very few of us have extra time to sit and make appointment setting calls, nor do many of us like doing it. Ergo, the fewer the dials we need to make and the less time we need to set aside to do it, the better. Continue reading “Dial by name directories – should I use it or not?”

Ten questions to ask to determine whether canvassing for Initial Appointments makes sense in your selling environment

It’s both an efficiency and effectiveness issue. 

Should we canvas for Initial Appointments or use the phone?  In environments that require a lot of appointment setting with new targets, it’s a question that gets asked a lot. So what’s the answer? Continue reading “Ten questions to ask to determine whether canvassing for Initial Appointments makes sense in your selling environment”

How is setting appointments by canvassing (door knocking) different from going it by telephone?

How to be good at a canvas call. 

Roy’s no soliciting signs.

Before some of you read on and think I’m full of you know what, I am going to make an assumption here. That assumption is that I am talking to those of you who sell something where Initial Appointments require a fair amount of time and a solid set of questions in order to qualify the target into a prospect. If you are selling something that is a pure commodity, sold on price and/or availability, for instance, the situation would be different. Continue reading “How is setting appointments by canvassing (door knocking) different from going it by telephone?”