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TESTIMONIALS |
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Speaking/Training "I bought your book after hearing you speak and quickly was able to improve my appointment setting ratio. Your tips on
dealing with prospects as groups and not individuals, how to make maximum use of prospecting time, and how to deal with objections, put offs and send me information excuses have really made a difference. Now I need
some tips from you on improving my closing ratio. When is that book going to be released?"
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Coaching “Scott,
thank you so much for your help. I tried hard to set appointments for 3 months. Training, conference calls, more training and no results AT ALL. We use your system and I have Karina booking two to three appointments
per day with 3 hours of work, with 50 million dollar companies and higher. Thank you again for your help.” "Scott's coaching program is excellent. I was struggling with my team to get numbers up. Scott showed me how to correctly
analyze my numbers, how to pinpoint our high probability targets and create scripts and responses to objections that have been beneficial. ...helped my team average of appointments being set go from 2.6 per day to 4
appointments per day in about 1 month and a half." |
Strategies What
I liked…”The goal setting and maintaining a prospect pipeline. New ways to get info from the gate keeper. Using voicemail to my advantage”. “This
program opened my eyes to different approaches, I never would have thought of. Its also interesting to hear solutions to problems that I , myself have failed at”. “I liked the format of the presentation – getting a simple outline. I liked the actual outline or steps of the call
process. Over the years I’ve never had a structure of the exact steps – what you do next makes it easy to get through without floundering.” "The steps toward the objective are segregated into distinct, concise, do-able steps that are not so overwhelming.
Speaker has perfected the approach by doing it himself. Great job. Thanks." |
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“Useful tips on getting the direct dial number of your targeted prospect”. “Scott is upbeat and his points are concise and relevant. His awareness of the needs of a sales person is excellent. Scott has a great approach to appointment setting”. “I am a salesperson in the copier industry. It is an extremely competitive industry, consequently appointments are not easy to come by. Thanks to
your "Send Me Some Information" guideline. While telemarketing it won me an appointment with a major New York City bank...no small effort! I was receiving the "blow off" with "we are fine right now, call me
the first of the year, and then told to send some information." It was like a dream after I went through the script with the person! She changed and offered a time for us to meet. I will send a follow-up to let you know the sales
results. Setting Sales Appointments provides (and reinforces) the foundation for getting access to decision makers… a must for all sales people
from Rookies to Rainmakers…. "Excellent ideas for getting to decision Makers and setting up work station" "Very good techniques on getting in the door. Liked the alternative methods of handling a call, letter, etc. Creating a list that
mirrors your best clients is an excellent idea" "I liked the step by step procedures to Getting a meeting. I also liked your input on contact managers" "I liked how to sell an appointment with a top decision maker over the phone 2. How to get by receptionist/secretary & directly
to the boss." "Excellent ideas on use of fax & letter to gain contact after phone fails. Scripts are great idea for ensuring you get the goal
of the call accomplished." "How to organize prospecting activity in a way that allows it to become an effective sales tool!" "New approach to prospecting – Great" Larry
Kachel “The seminar… was a great success… the evaluation sheets were very positive with quotes “very informative”, “too short”,
“could have sat through another hour” and “dynamic speaker”. Because of this reception we are pleased that you will be a principal speaker at our conference. “Your lecture is very good and I learned a lot. You got my brain moving on a lot of issues which have been dormant.” |
“Scott, I have really enjoyed working with you. You have helped me think in terms of what the prospect wants and benefits to them, rather than what I think is important. You are a master at getting to the point
quickly and powerfully. I would highly recommend your coaching services to anyone who wants to take their business to the next level.” “By having the information at my fingertips, I was able to set more appointments during the holidays. The rebuttals were great. It helped me generate other things to say. I like using softer approaches. This is a
great book and I would recommend it highly.” "It was great!! The only book I have read on marketing - repeat - MARKETING. Prospecting is marketing and you have taken it to a new level with this book and all of it is automated. Its like
printing money!! “A brief phone conversation with Scott helped me close a $150,000 account and has set me on course for my best year ever. He doesn’t just coach, he energizes
you with his unique brand of sales advice and gives you tools you can use over and over with confidence. No fluff, just results oriented material.” As a novice business owner, I don't know what I'd do without Scott Channel. His ability to coach is amazing, and he does it with great
finesse. His guidance and knowledge has moved me in directions I never thought possible. Suffice it to say, I'd recommend Scott highly. And why not? He has helped increase my client base to the point where I have to turn down work." "Excellent Presentation – manner, voice, & visual sheets" "Analysis was very logical and practical. It has helped me focus on what needs to be done. "I think many of us will be seeking your expertise." “The ideas were new and refreshing and moved me to a higher level of achievement.” “Enjoyed your prospecting tips and scripts. They will come in handy to grab out prospects attn.” “”Right to the point, very informative.” “Information on time management – effective.” “Thank you for a very effective presentation. It provided a lot of practical information and the motivation to “do it”. "Useful practical information. Content well organized. Broadened my perspectives.” “Lively and informative. Lots of good examples.” “Scott is an enthusiastic speaker with a wealth of information.” |
"Hey
Scott, Things are moving right along. I'm setting appointments and had 4 sales in Nov and 3 in Dec. Jan 2006 looks real good with a 10 location deal and many more. I'm working hard on my pipeline and continue to book many appts. My
co-workers are also reading your book and getting results. Thanks for all your help. Have a great new year." “Scott, you have been my marketing coach for 5 years. When we started I was working from my living room struggling to get small local
clients. Now, I work from a nice big office, travel the country to serve my clients, and turn down work. Thanks for all the good ideas and the “red flags” you raised along the way which kept me from wasting time and money. Your advice
has been a true treasure.” “Covered many different points of interest and relevance. Not too technical with lots of good ideas.” “After 30 years in sales, I’ve read the books and attended the high power seminars from the guru’s – and then I found out about
Scott Channell and attended his practical sales prospecting sessions. Scott is still in the trenches in sales so he knows what works in today’s challenging environment with sales tips and strategies that really work. Scott, you taught the “ old dog “ some new tricks, thanks.” “Scott is the first resource employed by my firm that brought true value and meaning to the sales training sessions. Although I have
been selling technology products and services for over 10 years, he was able to bring a fresh, clear approach to prospecting for leads and developing relationships with prospective buyers… probably the most significant bit of information
that Scott taught me was focusing on the “total business value.” “Good material – engaging speaker – anecdotes very memorable. Easy to visualize one’s own needs and strengths while listening to
examples of the lecturer.” “Like the analogies to real life situations” “Motivated me to get going and get focused.” “Scott did an excellent job on presenting the basic marketing principles every firm needs to consider day-to-day. The samples and
examples clearly defined the theories and brought them home.” “Your CLE presentation was very well received… I continue to hear from attendees as to how valuable your suggestions are for
them.” “Excellent seminar. Well worth the time attending. Concise presentation – easy to understand – good examples.” Dynamo! Scott speaks authoritatively and motivates effectively. He related marketing concepts directly to my practice in ways I can
use. I’m all fired up.” |
