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Overview Interviews with successful appointment setters Seminar part 1 Seminar part 2 Seminar part 3	Seminar part 4 Seminar part 5 Seminar Part 6 More to help.

A. Simon and Karina. Listen

B. Craig from MI. Listen

Do you have a success
story you would be willing to share?
Contact Us.

Track 1

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Track 2

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Track 1
- 2,000 C-Level appointments
- CEO's of 1,000+ employee companies. 12 hours a week.
- Why LESS product knowledge is good.
- The "we are different" ridiculousness.
- It is not about Appointments

Track 2
-What robs you of appointments

- Some are annoyed. Should you care?
- Talk to everyone as if they have a need.
- What is the exchange? Their time for what?
- Core concepts.
- Appointment math. What is reasonable?
- Efficiency vs. effectiveness.
- Allocation of time to most worthy.
- What to measure? It is not dials.

Track 3

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Track 4

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Track 3
- Fewer dials. More appointments. How?
- Beware of activity mode.
- Usual cause of being stuck.
- Stop talking to leftovers. "Letting go" is key.
- What is your point of diminishing returns?
- Who is in charge of the calls?

Track 4
- ID them. Use a process. Power call. Let go.
- 60/30/10 rule.
- Importance of "Rule of 7." Multiple touches.

- Determine point of diminishing returns.
- Why "thinking" is a problem.
- Stupid things can increase efficiency.
- #1 reason people don't meet with us.
- Play "beat the baseline" to improve.
- Recording can be your best teacher.
- Think in terms of groups.
- What to track and how.

Track 5

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Track 6

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Track 5
- What good appointment setters do.
- Objections. Forms of resistance. Conversion.
- 80/20 rule with a twist.
- Overcoming gravity is key.
- Script or not to script?
- Don't do what is comfortable/commonly done. Do what works.
- Avoid being lumped in with the idiots.
- Get rid of drudgery. Coding.
- "Yes" or "No" is OK. Maybe is death.
- Organizing your time.

Track 6
- You are not different.
- You can choose behaviors.
- Re-tooling calling process.
- What to measure.
- Stop rationalizing in low-productivity land.

Track 7

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Track 8

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Track 7
- How to measure success.
- Focus on groups, not individual calls.
- Know what the real problem is.
- How to write scripts - 5 things.
- Assume they have a need you can fill.
- Give "cause for pause."
- Script strategies - impact.
- #1 reason people don't meet
- Sample scripts

Track 8
-ID the decision makers
- Managing time daily
- Efficiency part of the game
- Power calling
- Thinking can be a problem
- Working the funnel
- Timing sequence of calls
- Faxing??
- Steps of process.

Track 9

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Track 10

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Track 9
- Managing the big picture
- Groups, groups, groups
- What data to keep
- Determine real issues to fix
- First 3 seconds from "Hello."
- 3 benefits that are impactful
- Components of scripts.
- 30 second script structure
- Some are annoyed... and that means...
- Communicating value.
- More script samples.

Track 10
- Communicate value. Non-threatening.
- Core strategies.
- Qualification.
- Gatekeeper recon questions.
- Are you chasing them away?
- Responses to resistance. Objections.
- Sample objection responses. Structure.

Track 11

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Track 12

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Track 11
- "send some info" response.
- Don't make them think
- Leverage what they tell you
- "We are all set" response
- What to ask to save a dead call
- When they teeter, blow them over
- Focusing on efficiency
- Structure of response to resistance
- Voicemail strategy and structure.

Track 12
- More voicemail strategies
- Improving quality of info you work with
- Generating more conversations
- Get direct dials and extensions
- The "flinch"
- Power calling gets you 20%-30% more
- Coding and segmentation
- Questions