Article 101

Here is a sample "set the appointment" script that helped a salesperson go from 2/3 appointments a month to 10-15 a week..... while increasing the size of the average sale and closing conversion rate.

Read. Learn strategies that will help you with your next "set the appointment" conversation with a top decision-maker.

Brief background: Salesguy calls me starting new job. Wants to get off to a fast start. Within 2 weeks he is setting 10-15 appointments a week. Company owner is inviting him to baseball games in the corporate box. He starts getting into companies he thought were beyond him.

Caution: This is only the script. It doesn't give you insight into how he organized himself to have the conversations with the right people, and enough of them, to effectively use the script. It also doesn't give you the responses to resistance that were used to turn "send me info," "we are all set" and "call me back" into scheduled appointments.

Here is the script... then a brief analysis.

" HI, this is ________ from Better Benefits Corporation.
We specialize in helping companies select and manage employee
benefit plans.
Over 500 companies in the East Wazoo area work with us to control
their health insurance costs without reducing core benefits.
Our proprietary data analytics and predictive modeling tools have
proven to reduce overall benefit costs.
We would like to introduce ourselves and relate the methods and
strategies that others have found effective in controlling their
benefit costs. I know you will learn some things and if you think
of us in the future that would be great.
Would you have some time in the next week or two?"

Your first mistake.... Thinking that the above format wouldn't work in your industry, with your customers. Wrong. This is the format that gets consistent results across all industries over many years.

Notice....

1. This is initially very direct. Don't confuse direct with pushy. If someone has a need you can fill, you must tell them what you do, that you are credible and the benefits you deliver. Don't let anything... anything... get in the way of that message.

How is a top-level person supposed to decide you are worth more time if you don't give them some reasons?

2. There is clarity. No confusion. What they do, the benefits delivered and what they want is crystal clear... up front.

3. Promise them something AT THE MEETING that is worth their time. Even if they don't do business with you they should be thinking it would be worth it to meet with you, as they will learn something.

4. Tell them exactly what you want... to meet, to introduce yourself, to share some valuable information.

5. Take the immediate pressure off. Tell them "if you think of us in the future, that would be great."

6. Ask. Do you have any time in the next week or two?

You have a number of options as to how you phrase your credibility and benefit statements. There are a number of ways to ask for the meeting at the end and to manage your transitions.

Remember that the script is only one part of a total system. Good scripts don't help you if you are not talking to enough of the right people. You also need to respond effectively to resistance, have a good Plan B follow-up system and know how/when to integrate other marketing tools into your process for even greater cost-effective results.

Best wishes for sales success,
Scott Channell

copright 2007-2009 scott channell

Article 126	Sample Script Was Super Successful
	by Scott Channell