The SalesBuzz.com Blog

APPOINTMENT SETTING

Sales Appointment Setting Tips

“I’m looking for tips on how to set sales appointments more effectively” Most appointment setters usually doom themselves before ever picking up the phone because they are focused on the wrong objective. Getting all psyched up after a morning meeting to hit the phones and set X amount of appointments is short sighted and is […]

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Dealing With Sales Appointment No-Shows

“What should I do, how should I react, when a prospect doesn’t show up for a scheduled phone meeting?” SalesBuzz Answer from Michael Pedone: OK… quick question first: Is this a FIRST TIME CALL meeting (you or an appointment setter scheduled the call with the prospect) or is this a FOLLOW-UP CALL meeting (you’ve already […]

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Appointment Setting: How to get Hard to Reach Decision Makers on the Phone

Today’s outbound sales advice seems to be focused on two things: PERSONALIZATION and CADENCE. Yet, a lot of sales reps are still struggling to hit their numbers. And by numbers, I mean their REAL numbers. If you run an outbound sales team you’ll only be employed for so long by having great open rates or […]

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The “Can You Send Me Some Literature?” Blow-off

“One of the push backs I get when calling and trying to set initial appointments is “Can you send me some literature?” Can you share how you handle that response and what success you have had?” Answer: The best way I’ve found to handle the “Can you send me some literature” response is to realize […]

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Trouble Setting the “Appointment”?

How do I respond when a prospect rejects my request to have a 20-minute call or meeting? I just need 20-minutes to show them how I can help save them time and money! My current rebuttal is this: “If you could find 20 minutes on your calendar, I would love to have a conversation with […]

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Ditch the Decision Maker?

“I’m having a hard time getting decision makers to agree to a (phone) meeting. A colleague recommended that I start contacting “influencers” instead of “decision makers”. The theory would be that the influencers would become strong proponents and would push internally for our solution. Is this a wise strategy?” My biggest concern is the “why“. […]

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Tired Of Cancelled Conference Calls?

“What can I do to keep prospects from canceling our conference call?” I could probably write a small book on this one subject alone… or at least a really deep chapter. So what I will share with you here instead is one small step to add in your sales process that will be easy to […]

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How to Set Appointments that Stick

“When cold calling, how can our sales team make strong appointments that stick?” Setting appointments have two common problems: Initial interest (“No, thanks, we already have someone that takes care of that” etc) Cancellations / No-Shows. These two common sales challenges aren’t a byproduct of sales. They are a result of using improper sales techniques, […]

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2nd Sales Call “No-Shows” – Why prospects break their commitment

I’m having issues with prospects not answering for our scheduled phone call. We have discussed initial information and because of the complexity of our services a follow up call is usually necessary. The number of people that do not answer the phone for that scheduled call is ridiculously high to me, any tips in fixing […]

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Appointment Setting 101: Your First 10 Seconds

I’m Not Hitting My Appointment Setting Quota and Need Help. Here’s my current opener: “Hi (PROSPECTS NAME) this is (MY NAME) with (MY COMPANY), thanks for taking my call. (PROSPECTS NAME), very quickly, we work with companies in your industry and provide targeted advertising, social media, email marketing, SEO, and affiliate marketing services and we […]

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