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?”

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.”