setting up appointments

Cancelled appointments and no-shows will cost you a ton of money. You invest a great deal of time prospecting and locating the decision maker (DM). Then you went through all sort of pain getting past a tough gatekeeper screen just to reach the DM. and set the appointment. Then you could you have travel time, gas and a host of…

Read More

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…

Read More

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls, more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams.  The immediate question that arises is what and how do you pay this inside sales force? Commission on the Sale…

Read More

The sales person invests a ton of time and money getting the correct contact information.  He then calls several times to reach the decision maker and works hard to get pass a tough gatekeeper screen.  He overcomes several objections with the prospect and finally sets the appointment. However, now elated and a bit anxious that the prospect may change her…

Read More

Appointments that cry off at the last minute will cost you a great deal of money.  In addition to the time you spent to set the appointment, now you have travel time, gas and a host of other less tangible expenses.  Depending on your business, it may be impossible to eliminate canceled appointments completely.  However, you can greatly reduce them…

Read More

You worked hard to get your foot in the door, and you finally reached the decision maker (DM).  It took a few minutes, but you established some rapport in the initial cold call.  You sent out your information package and called back in anticipation of setting an easy appointment. However, you reach the prospect, and she does not seem to…

Read More

You worked hard to get the contact information of the decision maker (DM). You then persevered through hard gatekeeper screens, relatives or other obstacles to reach the DM finally on the telephone. You established some rapport and interest and the prospect looks forward to receiving your literature. Everything is going along perfectly as to your sales process. However, when you…

Read More

How many of your appointments cry off at the last minute? Maybe it’s down to the fact that you are not confirming them in the right way. Here’s a way to make the appointment stick! Just remember the word cement. C-E-M-E-N-T C – Confirm Confirm or re-confirm addresses, telephone numbers, and the dates and times E – Explain Briefly re-explain…

Read More

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…

Read More