Do you or your sales team need to schedule a discovery call, sales appointment or demo to advance your sales process with a clone of your very best clients and accounts?Sell a meeting, and you have a chance to sell a new account.No meeting? No chance to close a new account.What people say about the strategies in this book…- We had set 3022 meetings, 85% of which were with C-level decision-makers- Grown from three hundred customers to over nine hundred- Directly contributed to the 5X growth of our organization“Look Inside” To read the full testimonials.This guide is about two things. 1. How to earn attention and interactions with top decision makers within accounts that are clones of your best accounts.2. When you earn that often momentary attention, communicating something substantial, credible and different enough to enable someone who is going to write a big check to conclude you are worth more of their time.That’s it.Work a system that allows you to pitch a top dog. Then don’t screw it up when you do. Have something worthwhile to say.B2B appointment setting is not rocket science, do a few key things right, avoid the common mistakes that doom your efforts and you are halfway to success before you even made a call or sent an email.THE BUYERS ARE OUT THERE AND YOU MAY BE THEIR BEST OPTION. BUT if you don’t get their attention or communicate what they must hear to conclude that you are worth some of their valuable time, a competitor will get their check. You were not able to sell the meeting.Sales scripts: Many companies are sitting on great things to say and not saying them. Learn to create a “pile of words” so that crafting impactful phone scripts, voicemails, Emails and more will flow easily. DON’T LET QUALIFIED BUYERS LUMP YOU IN WITH ALL THE KNUCKLEHEADS THAT CONTACT THEM AND WASTE THEIR TIME. Your guide to clarity on how to book more first sales conversations, Scott Channell, learned in the trenches, sitting in a cube, dialing the phone and experiencing the monotony, frustration, and euphoria of high-level sales prospecting. Before he started coaching sales teams, he smiled and dialed his way to booking more than 2,000 face-to-face sales appointments with C-Level executives in diverse industries. His paycheck used to depend upon setting appointments that ended up closing in both B2B and B2C markets — still training teams and coaching reps on these strategies 25 years later. He has seen what works in many environments and adapted to those changes over time.Table Of Contents1. Introduction: No First Meeting, No Close2. Why Do This?3. 31 Key Drivers4. Six-Core Concepts5. Know Your Goals6. Selecting Your Targets7. CRM/Contact Manager Setup8. Call Process9. Your “Pile of Words”10. Crafting Your Scripts11. Your “Identify the Decision-maker” Script12. Your “Set The Meeting” Script13. Your Voicemail Scripts14. Sample Email Touches15. Objection Response Concepts16. Objection Responses17. Intro: Managing Your Day18. Your Launches: Part One Of Your Day19. Your Follow-Ups: Part Two Of Your Day20. Spending More Time With Those Worthy: Part Three Of Your Day21. Calling A Suspect: From First Call To Last22. What If It Is Not Working23. How To Find A Good Appointment Setter24. Compensation and Incentive Systems25. Management and Marketing Integration26. Selling With House Money: Do You Make More Sales By Focusing On Overall Process or Individual Outcomes?27. Managing Your Sales Debt28. A Few Tips From Top Appointment SettersTags: cold calling, cold call, lead generation, sales prospecting, phone scripts, sales scripts, appointment setting, set sales appointments, b2b selling.
✔ Author(s): Scott Channell
✔ Title: SELL THE MEETING Set Discovery Calls & Sales Appointments To Close New Accounts: A Lead Generation Process With Phone Script Samples For B2B Appointment Setting & Cold Calling
✔ Rating : 4.6 out of 5 base on (165 reviews)
✔ ISBN-10: 097652418X
✔ ISBN-13: 9780976524182
✔ Language: English
✔ Format ebook: PDF, EPUB, Kindle, Audio, HTML and MOBI
✔ Device compatibles: Android, iOS, PC and Amazon Kindle
Readers' opinions about SELL THE MEETING Set Discovery Calls & Sales Appointments To Close New Accounts by Scott Channell
Thea Bell
The author's writing style is so captivating; I couldn't put the book down. Every sentence was beautifully crafted, and the descriptions painted vivid images in my mind. A true literary gem.
Melody Blake
I couldn't stop raving about this book to my friends and family. It's a literary gem that deserves all the praise. I can't wait to dive into more works by this talented author.
Virginia Savage
The way this book explored the complexities of human nature and relationships was both profound and relatable. It touched my heart in ways I didn't expect.
