The two rules our targets play by when we make appointment setting calls and why we ignore them at our peril.
When you are making appointment setting calls, are you trying to respond to your target’s initial objection for the meeting with logic?
Most likely, you are responding to the initial ‘no’ you hear when trying to set an appointment the same way we were all taught to to do it: with the logic of your value proposition and through proven objection handling techniques we use once the target has engaged in a buying cycle with us. Unfortunately, if you are, you’re also fighting an uphill battle. Here’s why: Continue reading “Why classic objection handling techniques don’t work when setting appointments.”