Article 101

THREE THINGS YOU SHOULD NEVER DO WHEN SETTING SALES APPOINTMENTS

1. NEVER REFER TO SOMETHING YOU MAILED OR A PREVIOUS CALL OR
MESSAGE.

Why? As soon as you mention something sent you are guaranteed to be told that they didn't get it so you should send it again or that they didn't read it, so call back. You have now eliminated any chance of setting an appointment now and it is all your own fault. You just sabotaged yourself. Just deliver your 30-second set the appointment pitch without reference to any previous activity. If they do remember something previous, you are reinforcing your message. If they don't remember, you are not confusing them or steering away from the purpose of your call - set an appointment now.

2. NEVER FAIL TO ASK WHEN YOU SHOULD CALL BACK.

It never ceases to amaze me. Someone has just told you "We are all set, "We are not buying" or "You are an idiot" ... maybe they even sound a little annoyed by your call. It doesn't matter. You always respond with something like this "No problem. I don't want to be on your back. But we do a lot of this and companies like A, B and C have selected us to 1, 2 and 3. When would you suggest I be back in touch with you?" It never ceases to amaze me how often you will hear "Call me back in 2 weeks... a month... end of next quarter." You will get a lot of high quality leads from supposedly dead-end conversations if you do this.

3. NEVER TALK ABOUT YOURSELF.

Well you do have to state your name, company and what you do... that takes about 7 seconds. After that don't talk about your offering, all your great features, what you
have that people like... nobody cares about you. Talk only about the benefits you deliver. Benefits. Benefits. Benefits. People only care about he benefits they will get from you. Talk only about them. The benefits that others have received by working with you. The most valuable benefits you deliver. Strip out "I's" and "We's." "You" and "They" are more credible and powerful.

Best wishes,
Scott Channell

copyright 2006-2009 scott channell

Article 78	3 “Never do” script strategies
	by Scott Channell