How many ways can a target say no on an appointment setting call?

There are only four ways to say no when asked for an appointment.

My wife, Nancy, and I love to hike in the mountains and a little while ago we were in Sedona, Arizona doing just that.  (It’s beautiful, by the way if you like rocks.  Many, many rocks.  They even have mountains named as rocks like Red Rock and Cathedral Rock.)  Anyway, as we were hiking up this one trail, I stepped on a fairly smooth rock and my boot lost a little traction, causing me to slip.  Being a conscientious hiker, I proceeded to kick it off the path after regaining my balance as I certainly didn’t want someone else to have the same experience.  But as I did it, I noticed that there were millions; no make that gazillions more of them, so I quickly gave up on my crusade to make hiking through Sedona safe for everyone. Continue reading “How many ways can a target say no on an appointment setting call?”

How to ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 1 of 2.

“Please send me some information” is usually a dodge. So how can we still get a commitment when we hear that response?

Ever had a target for an Initial Appointment respond by asking you to send them some information first on your solution when you ask them for an appointment? If you’ve been setting appointments for any period of time, you have because it works on most sales professionals. As a matter of fact, most think they’ve got a ‘hot one’ when someone asks for information. Continue reading “How to ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 1 of 2.”

How to ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 2 of 2.

“Please send me some information” is usually a dodge. So how can we still get a commitment when we hear that response?

Ever had a target for an Initial Appointment respond with asking you to send them some information first on your solution when you ask them for an appointment? If you’ve been setting appointments for any period of time, you have because it works on most sales professionals. As a matter of fact, most think they’ve got a ‘hot one’ when someone asks for information. Continue reading “How to ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 2 of 2.”

Finding H.E.R.B.

How to find the Highest Executive Responsible for Buying within a target company.

Many times acquired lists (or certainly lists of companies we compile on our own) will not have the name of the person we want to meet with. So, where do we go to get this information prior to placing the first call to H.E.R.B? Continue reading “Finding H.E.R.B.”

Caller ID and the Mystery Cold Caller.

Why you shouldn’t block your outgoing Caller ID.

So, you think you’re pretty smart and doing yourself a favor by cold calling with the Caller ID on your phone blocked? Here’s why we believe you are hurting yourself. Continue reading “Caller ID and the Mystery Cold Caller.”

Want to get better on the phone setting appointments? Try this idea.

A tip on how to build practice into your normal day.

This tip comes from one of our clients, Kevin Lane, of Lane Family Financials. He says that we should attempt to speak about our business/solutions as often as we can in our everyday life. Continue reading “Want to get better on the phone setting appointments? Try this idea.”

Three Metrics required to manage the appointment setting process.

“Make more dials!” goes the typical sales manager mantra.  But is that the best way to set more  appointments?

Many clients we’ve worked with originally only had their sales teams reporting to management each week the number of dials they were making to set appointments. Most also track the number of appointments set. But, even in those situations that track them both, it’s not enough to effectively manage the process. Continue reading “Three Metrics required to manage the appointment setting process.”

How to shorten buying cycles and sell more with one easy technique.

The value of asking for a ‘Next Calendar Event’.

This is a little long for a blog, but if you take the time to read it and apply its concept, I promise you it will shorten your buying cycles and open up more time for you to actually sell more—e.g. make more money. Interested? Continue reading “How to shorten buying cycles and sell more with one easy technique.”

How to significantly reduce the cost of a bad hire.

Some of our clients justify the cost of our program based on identifying those that don’t have the aptitude or attitude to do the prospecting part of the job much earlier.

There are two benefits to putting a newly hired sales professional through one of our Prospector’s Academies™. On the positive side, those that will be successful will get off to a quicker start, filling their calendar with Initial Appointments as soon as they are licensed and know enough to go on sales calls. Even those that will need to take an experienced sales professional or manager with them begin to get face-to-face selling experience much more quickly. And more experience generally means more commissions and a lower failure rate of new hires (turnover rate, which is a discussion for another day). Continue reading “How to significantly reduce the cost of a bad hire.”

The four reasons sales professionals fail at appointment-setting.

Why our approach is different and why it has never failed to double the number of appointments a group of sales professionals set after going through our program.

When I make my own appointment making calls, prospects ask me all the time, why would investing in one of my Prospector’s Academies benefit them? They say that their team seems to be doing okay. And if my sales team knows how to close, they must also know how to set appointments, right? After all, selling is selling? “I just don’t think I’m interested.” Continue reading “The four reasons sales professionals fail at appointment-setting.”