Article 101

Four upside down realities of increasing sales by setting sales appointments with top decision-makers. You will sell more faster when you grasp these concepts.

- It's more about disqualifying than qualifying.
- Giving up gets you more than digging in.
- Why you don't want to listen to them.
- You easily get what is perceived to be unimportant to you.

Those who get off to a fast start gaining access to decision makers, convert those meetings to business cost-effectively... and sustain that success, stay congruent with the strategies used by those who are successful appointment setters.

Guess what?

This is not rocket science. If you think it is complicated, that's because you are making it so in your mind.

Like most things in life, if you stay congruent with those who are already achieving what you seek to achieve... you get there.

If you think you are different, your industry is different, your customers wouldn't respond to those strategies... do it your way, and keep banging your head against the wall.

Let me share some upside down strategies and practices used by those who sell more by being able to get meetings with top decision-makers.

1. This game is more about disqualifying than it is qualifying. Those who are best at finding gold are best at identifying what is not gold. Deciding whom NOT to call, whom NOT to call again, who NOT to meet with is critical. Get good at not wasting your time and guess what... you spend a lot more time with worthwhile prospects.

You disqualify at every step and actively.

2. Giving up is very important. Call call call and then call again. You think you will win this game by initiative and effort? You are wrong. Big mistake made commonly is to continue to invest time well past the point of diminishing returns. Work a plan. Work a process. When you reach the end of the plan, let go.

3. Don't listen to what they say. This one is a little tricky. I guess what I am trying to say is don't listen literally to what they say. Many, who tell you they are "all set," "want info" or a call back are not giving you an accurate picture of the situation. If you at that moment do what they say, you will be losing many opportunities. You must have responses to these common forms of resistance so that you can uncover the accurate story and get the meeting now when possible. When you hear objections like those above a calculated response will get you a meeting now about 25% of the time.

4. People give you what they think is UNimportant to you. This is kind of stupid but true. On the phone, if you come right out and ask for something... qualifying info, direct dial, extension number... gatekeepers will keep the cards to their chest and not give you the info. Yet, if they think the same info is unimportant to you, they give it much more freely. In the materials I talk about how to use the "Columbo" strategy. Ask for what you really want after the fact. Your first request you don't really need, it's the
afterthought you just remembered as they were about to hang up or transfer you that you really wanted. I find I can get qualifying info and info that makes it much easier to get someone to pick up the phone when using this "Columbo" technique.

There are many other upside down strategies that successful appointment setters use and they sell more faster. Stay congruent with what is proven to work and there is no reason you can't be successful.

Best wishes for great selling,
Scott Channell

copyright 2007-2009 scott channell

Article 128	4 Upside Down Get Meeting Realities
	by Scott Channell