Sell The Meeting: Set Discovery Calls & Sales Appointments To Close New Accounts: A Lead Generation Process With Phone Script Samples For B2B Appointment Setting & Cold Calling

by Scott Channell

Do you or your sales team need to schedule a discovery call, sales appointment or demo to advance your sales process with a clone of your very best clients and accounts? Sell a meeting, and you have a chance to sell a new account. No meeting? No chance to close a new account. What people say about the strategies in this book… - We had set 3022 meetings, 85% of which were with C-level decision-makers - Grown from three hundred customers to over nine hundred - Directly contributed to the 5X growth of our organization “Look Inside” To read the full testimonials. This guide is about two things.  1. How to earn attention and interactions with top decision makers within accounts that are clones of your best accounts. 2. When you earn that often momentary attention, communicating something substantial, credible and different enough to enable someone who is going to write a big check to conclude you are worth more of their time. That’s it. Work a system that allows you to pitch a top dog.  Then don’t screw it up when you do. Have something worthwhile to say. B2B appointment setting is not rocket science, do a few key things right, avoid the common mistakes that doom your efforts and you are halfway to success before you even made a call or sent an email. THE BUYERS ARE OUT THERE AND YOU MAY BE THEIR BEST OPTION. BUT if you don’t get their attention or communicate what they must hear to conclude that you are worth some of their valuable time, a competitor will get their check. You were not able to sell the meeting. Sales  Many companies are sitting on great things to say and not saying them. Learn to create a “pile of words” so that crafting impactful phone scripts, voicemails, Emails and more will flow easily.  DON’T LET QUALIFIED BUYERS LUMP YOU IN WITH ALL THE KNUCKLEHEADS AND IDIOTS THAT CONTACT THEM AND WASTE THEIR TIME.  Your guide to clarity on how to book more first sales conversations, Scott Channell, learned in the trenches, sitting in a cube, dialing the phone and experiencing the monotony, frustration, and euphoria of high-level sales prospecting. Before he started coaching sales teams, he smiled and dialed his way to booking more than 2,000 face-to-face sales appointments with C-Level executives in diverse industries. His paycheck used to depend upon setting appointments that ended up closing in both B2B and B2C markets — still training teams and coaching reps on these strategies 25 years later. He has seen what works in many environments and adapted to those changes over time. Table Of Contents 1. No First Meeting, No Close 2. Why Do This? 3. 31 Key Drivers 4. Six-Core Concepts 5. Know Your Goals 6. Selecting Your Targets 7. CRM/Contact Manager Setup 8. Call Process 9. Your “Pile of Words” 10. Crafting Your Scripts 11. Your “Identify the Decision-maker” Script 12. Your “Set The Meeting” Script 13. Your Voicemail Scripts 14. Sample Email Touches 15. Objection Response Concepts 16. Objection Responses 17. Managing Your Day 18. Your Part One Of Your Day 19. Your Part Two Of Your Day 20. Spending More Time With Those Part Three Of Your Day 21. Calling A From First Call To Last 22. What If It Is Not Working 23. How To Find A Good Appointment Setter 24.

299 pages, Kindle Edition

Published July 26, 2019

Reviews

[Mike · Rating 4 out of 5]

Great guideline to create a successful prospection process/campaign

This book confirms some other books that I read about prospecting. Without a plan, you won’t succeed in the long run.
Have a plan, follow your process, do not abandon and be patient.

[Amy Jones · Rating 5 out of 5]

One of the best

Definitely the top book for selling the meeting but in terms of overall sales definitely a top-tier read. Two more words were required to post this so that is what the sentence is.

[George Davidson · Rating 5 out of 5]

Best prospecting book I've ever read

[Kirby Smith · Rating 5 out of 5]

Few or no illustrations, there could have been lots of info graphs and cartoons to reinforce or timeline points. Stick with it tho, this is a great book about top of funnel touches and transitions.

[Shawn Lacagnina · Rating 5 out of 5]

Re-Read this book today... short, direct, and loaded with gold.