Struggling to Set Enough Meetings?

Struggling to Set Enough Meetings?
Fix the Opening—and Conquer Call Reluctance
Many sales teams aren’t missing quotas because they lack leads or tools—they’re missing them because they’re not making enough calls.
Ask a rep why, and you’ll hear common excuses:
- “The leads aren’t good.”
- “No one answers their phone.”
- “Prospects prefer email these days.”
But the real issue is deeper: They’re afraid. Afraid of rejection, afraid of objections, and unsure what to do when they finally get someone on the phone. Without accountability or a clear step-by-step process, call anxiety takes over, and activity drops.
That fear, however, is no match for a system. When you teach your reps to focus on hitting mini-goals—one base at a time—they start making more calls, having better conversations, and booking more meetings.
Why Common Openings Don’t Work
The opening lines many reps are taught—like “I know you weren’t expecting this call” or “Do you have 27 seconds to hear why this is important?”—don’t pique interest. Instead, they force reps into a weak position, where they feel pressured to “data dump” everything they can before the prospect hangs up. The call dies quickly, and the rep’s anxiety grows.
But when you break down the sales process into manageable mini-steps, starting with getting to first base, that pressure disappears. Let’s break it down.
Step 1: Getting to First Base — Pique Interest and Gain Permission
Getting to first base means you’ve successfully completed two things:
- Piqued the prospect’s interest by referencing a problem they may be facing.
- Gained permission to continue the call.
Most reps either skip the first step or fail to properly execute the second. Without both, the conversation collapses before it even begins.
Here’s what a high-performing opener looks like:
“Hi [Prospect’s Name], this is [Rep’s Name] with [Company]. We work with [target market] teams who often struggle with [specific pain]. If I caught you at a good time, I’d like to ask a few questions to see if we can help—would that be OK?”
Why This Works
- Pique Interest: The mention of a specific pain point gets the prospect to think, Do we have this problem? Curiosity keeps them on the line.
- Gain Permission: The permission-based close shifts control to the prospect, making them feel less pressured while allowing the conversation to flow naturally.
When reps master this step, they’ve successfully “gotten to first base,” meaning they’ve earned the right to continue the conversation.
But the job isn’t done. Now, it’s time to get to second base.
Step 2: Getting to Second Base — Qualify the Opportunity
Getting to second base involves qualifying the opportunity through a series of mini-steps. The goal here is not to pitch but to gather enough information to ensure that continuing to third base—the presentation—makes sense.
Many reps fail at this stage because they either jump straight into product pitches or don’t dig deep enough into the prospect’s situation. Without fully qualifying the opportunity, they risk wasting time on unqualified leads who will never close.
Here’s the breakdown of the mini-steps involved in getting to second base:
- Problem recognition: Confirm that the prospect acknowledges the problem you referenced during the opening.
- Example: “How often does [problem] affect your team’s ability to meet targets?”
- Decision-making process: Identify who will be involved in making the final decision.
- Example: “When issues like this come up, who else typically gets involved in evaluating solutions?”
- Time frame: Determine how urgent the problem is and when they’d like to have it resolved.
- Example: “When do you ideally want this problem solved?”
- Budget range: Qualify them on whether the budget is realistic for your solution.
- Example: “What kind of budget range have you allocated for solving this?”
By addressing these mini-steps, your reps ensure that the prospect is not only aware of the problem but is also in a position to move forward with the conversation.
Step 3: The Path to Third Base — Presenting the Solution
Getting to third base is about delivering a presentation that addresses the challenges you uncovered during qualification. This isn’t about showing every feature or benefit your product offers—it’s about presenting a tailored solution that solves the specific problem the prospect has acknowledged.
The presentation should feel like a conversation, not a performance, and the goal isn’t to “get” the prospect to agree but to help them explore how your solution fits their needs.
A successful presentation includes:
- Recapping the pain points you uncovered during qualification.
- Example: “Earlier, you mentioned that [problem] has been holding back your team’s performance and costing you [X amount].”
- Tailoring the solution to the problem by focusing on relevant features, not every feature.
- Example: “Here’s how we specifically solve [problem] and deliver [desired outcome].”
- Neutral feedback: After presenting, ask the prospect what they like about what they’ve heard so far.
- Example: “What stood out to you about what we’ve covered so far?”
This approach invites honest feedback and avoids pressuring the prospect into making an immediate commitment. If their response is positive, you can proceed to close.
Step 4: Closing (If Positive Feedback Is Given)
If the prospect responds positively, the next step is to confidently close by asking for the commitment.
- Example: “It sounds like this aligns well with what you’re looking for. Would you like to take the next step and discuss how we can get started?”
If the feedback is neutral or raises concerns, use it as an opportunity to address any lingering objections before moving forward.
Why This Process Works: From Fear to Confidence
When reps approach the call with a step-by-step game plan, call reluctance fades because they no longer feel like they’re flying blind. They’re not worried about rejection because they know what they’re doing at every stage of the conversation.
One of our clients saw their reps go from making 3 calls a day to 15—and tripled their meeting rates in the process. The key? They mastered the art of getting to first base, then second, and following through with purpose.
Ready to See This System in Action?
If your team is struggling to make calls or set meetings, you don’t need gimmicks or new tools—you need a proven process that works. Our on-demand training program gives your reps everything they need to confidently execute every step of the call.
Get a free sample of our training and see the difference for yourself.