Article 101

How To Go From "Totally Lost" to Closing A Monster Deal From the Very First - First Appointment Set.

Results can come quickly when you know what buttons to push.

Today... the rest of the story about the woman who 3 weeks ago sent me this message.

"I've invested so much money on programs that promise results and do this and do that - and still I'm at the very bottom with pennies in my pocketbook and nothing else.

I can't imagine anything more frustrating than the promises made to make lot's of money. The only people making money are the one's selling all of these programs."

That's the whole message. Exactly as I received it.

My response, after a brief discussion, was this. "Have you ever stopped to consider that the problem might be you?" The woman spoke well, was obviously very intelligent and worked like a dog. She either had the wrong info or the problem was her.

Let me briefly summarize 3 common mistakes she corrected. Then tell you just how big the deal was she closed from the very first appointment she set, using her new strategies and focus.

1. She was aiming too low

Most new appointment setters prefer to call smaller sized targets thinking it will be easier. Wrong! It is actually easier to get inside larger accounts.

2. (This was really dumb) She was trying to sell to those who needed her service the most. (Can you believe it?)

A target group's desperate - no brainer - even an idiot would do this type need, is not enough reason to try to sell to them. Her targets had great need (in her eyes,) but no willingness or ability to buy.

3. Her message lacked specifics.

The "pitch" for an appointment was too long, vague and confusing. There are 5 things you must communicate clearly and succinctly within 30 seconds to get an appointment. She needed to get specific about benefits, credibility and what she wanted real quick.

Here is the bottom line...... with her very first appointment set she closed a very large deal with a 2,000 employee organization. She was ecstatic sent me this note today.

"From: "Delia F_____" <deliaf___@hotmail.com>
To: scottc@findingbusiness.com
Subject: Its working for me...

hi, )

After trying many different approaches with no direct result, yours
is the one that made the difference.
I just want to share that your strategy is working for me. I was
finally able to make an appointment, go to the appointment and get
the contract.
Thanks once again.

Delia"

This from a woman who three weeks ago was certain she should stick to calling companies with 1 - 4 employees.

The big lesson here?

You are more capable than you give yourself credit for.

In this case Delia was always capable of getting this result... she possessed the brains, personality and work ethic to get it done... she just needed some direction and the right info and strategies.

Then things started to happen... very quickly.

Best wishes for sales success,
Scott Channell

copyright 2006-2009 scott channell

Article 86	Root cause of 1st appointment / big close
	by Scott Channell