"When people are ready to, they change. They never do it before then, and sometimes they die before the get around to it. You can't make them change if they don’t want to, just like when they do want to, you can't stop them."

~ Andy Warhol (American Artist 1928-1987) ~

The number one truth in appointment making?

Follow this guidance and you will improve automatically...



You can have quite an interesting conversation on the subject of what is the most important truth in appointment making. Over many years, I have come across several truths in selling but only one truly stands out as being the number one truth when trying to arrange meetings.

There you sit with your list of prospects: some are existing clients and some you hope will become clients. You already know that the best way to sell something is face to face. You also know it is both the best and worst way to communicate depending on who you are and how you approach face to face meetings. So there you sit knowing, really knowing that what you want is these face to face meetings. Don't go picking any phone up without this knowledge.

Making calls with no purpose is very prevalent in telephone sales. Please don't be that guy or girl. Always have spirit in your voice and know exactly what you want from the call. Listen and keep going for what you wish for, but always be listening. Much failure in making meetings is down to simply not listening to what to what others are really saying.

On the other side of the fence are the seemingly really busy people you want to communicate with. At this point in time they already have a busy day and you are rarely, if ever, going to be a priority when you call but some will take the call. Some will agree to meet you and some will not. That's the way of it. Do not look for 100% success as that will deflate you. You are looking for a % success rate and your aim has to be to keep consolidating on that %.

Your aim and mission is to get those appointments and increase the % that you get over the line for the 1:1 meeting. Not much else should concern you. This is like a tactical battle. You have the product or service and you are up against an army of gatekeepers, middle management and decision makers who all need to be won over.

Mainly they are not going to be rollovers so you need to be at your best. "Hold on" you are thinking: I have read all this and there is no mention of the number one truth in appointment making. Well, now that I have established the way battle lines are drawn up in appointment making here is the number one, and overwhelming, truth of appointment making:

EITHER YOU SELL THE IDEA OF A MEETING TO THE PERSON YOU ARE CALLING OR THEY SELL YOU THE IDEA OF NOT MEETING.

It's never a draw. You either get off the phone with a meeting set up or you don't.

If you keep this thought in your head every time you speak to people you will start increasing your percentage success rate. It completely works as a motivator and as you speak to people you will change from selling product or service to selling the idea of a meeting to discuss their issues, their pain , their needs and not yours. By helping others and being the guy or girl that is there to help you will not get all the meetings you would like but you will get considerably more than you would before reading this. Be the helper not the telesales drone.

Don't take my word for it. Put this into practice every day for a month. Always remember somebody wins and somebody loses in every appointment conversation. Be the person that people want to meet, have the knowledge to share and the sense to listen closely to what is said to you and then give your best shot at setting up a meeting.

I challenge anyone to follow this advice for a month consistently and get back to me with less than a 25% improvement in meetings set. Everyone will get the 25% at least if not considerably more.

Tip: We all make appointments with the Dentist or Doctor. None of us much like appointments like these. Take the sting out of what you say by arranging meetings not appointments. People buy 'friendly' even if they are acting tough as nails themselves. Persevere with this tip as this will work for you.

Follow the above and you will improve. It's like daytime following nighttime. Improvement will happen automatically if you are straight with yourself.

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