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 part of the problem. Now don’t take that statement to mean you shouldn’t set goals for yourself… you should. And they should be challenging.
If you want to hit your appointment-setting goal, you’ll need to be smarter in your approach.
To hit your appointment setting number and have the highest close rates, instead of making the sales call with a mission to set the appointment, change the mission dial to:
Qualify the potential opportunity, then set the appointment with the prospects who meet specific qualifying criteria.
Or another way of saying it:
“Set X amount of QUALIFIED appointments”
“But I’m not allowed to qualify… that’s what the outside sales persons job is”
Nonsense. Most appointment setters I know have a multi-tiered bonus structure. The more appointments that lead to new business, the more you’ll earn.
No sense setting an appointment with someone who doesn’t have the specific criteria to be a high probable suspect and waste everyone’s time when a few proper sales questions (after a solid opener, of course) could qualify the potential opportunity.
One of the biggest complaints from outside sales people who don’t do their own appointment setting is… (Drum roll please…) “The lead wasn’t qualified.”
Now, we all know that’s not always the case… Sometimes, the sales rep just blew it and is blaming the appointment setter. But that’s a different discussion.
The reality of the matter is you have no control over how many appointments you can set… you can only influence the potential outcome. Meaning, your actions will influence the likelihood of you achieving your goal.
However, you are in complete control of setting appointments with only qualified prospects.
You just need to ask the right questions, to the right people, at the right time and know how to interpret the responses given.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
ELIMINATE CALL RELUCTANCE
IF YOU’RE TIRED OF MISSING SALES QUOTA BECAUSE PROSPECTS AREN’T TAKING YOUR CALLS, ANSWERING YOUR EMAILS AND THEY’RE IGNORING YOU ON LINKEDIN HERE’S YOUR CHANCE TO FIX THAT BY LEARNING DIRECTLY FROM MICHAEL PEDONE IN HIS LIVE ONLINE WEEKLY SALES WORKSHOPS.
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- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Learn a step-by-step process for Cold Calling and Warm Calling
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Learn more effective Sales Questions to ask (and ones to avoid)
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills