appointment making

Are You Qualifying Hard Enough? 3 Powerful Tips On Qualifying The Decision Maker Over The Telephone

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM on the telephone as strong as you think you are. It is very common for even some of the most experienced sales people to under qualify or incorrectly qualify DMs on the telephone and there…

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3 Of The Best Cold Calling Tips Ever

Cold calling has always presented a ton of challenges for sales people, and with today’s modern and more enlightened buyer, those challenges have multiplied.  Along with those obstacles, the amount of cold calling advice that floods the industry has grown has well. In the recent post, “The 3 Worst Cold Calling Tips Ever,” I highlighted the three worst cold calling…

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Following Up on Literature to Set the Appointment: Tip #2

Follow up written on calendar

You did everything right: you prospected and qualified the decision maker (DM), got pass a tough, sophisticated gatekeeper screen and reached the DM who agreed to receive your wonderful package after you established some good rapport. However, when you call back to accomplish the next step in the sales process, to set the appointment, disaster strikes.  First, this once very…

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Three Phrases to NEVER Use In A Cold Call

Mature businessman covering mouth

hile cold calling or warm calling, setting appointments or selling, every word out of your mouth on the telephone is critical.  You have probably heard of tons of words and terms that you should say on the telephone.  However, here are a few phrases you should avoid at all costs. #1: My Name is… While this simple introduction sounds innocent…

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Appointment Making Cheat Sheet

Now if you have to make cold calls to set up appointments the following cheat sheet will really help you outt. Here’s my appointment making cheat sheet! Follow this guidance and you can’t go far wrong when setting up appointments. STEP 1 – Qualification Is Key Make sure the prospects that you call are qualified leads STEP 2 – Do…

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