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How to Set Appointments

Identifying how to set appointments can have a direct improvement on a salesperson’s results and performance. Here are eight simple steps that you can do to improve your appointment setting.


1. Identify your core value

What is the core value that you have to offer? What is the value that transfers from you to the clients that purchase your products and services? In other words, how do you help your clients? If you are not able to quickly and easily answer this and come up with some sort of value statement, this is a good place to start.

When cold calling and trying to set appointments with sales prospects, you only have a couple of minutes to work with. As a result, you must be as efficient and attention grabbing as possible. Communicating the value you have to offer will help with this.


2. Identify your ideal prospect

What does an ideal prospect for you look like? If you are unsure, maybe start by thinking about what a prospect that does not fit well looks like and then think about all of the things that you would have to change and how in order to make that prospect fit well in terms of buying and using your products and services.

To improve how to set appointments, we must know what prospects we should spend our valuable time talking to and which ones we need to avoid and walk away from.


3. Write some soft qualifying questions

In order to make sure we are dealing with ideal prospects, we will likely need to ask them some qualifying questions to clearly identify what their needs and capabilities are. Write out three to five questions that you could ask prospects to make sure it makes sense to meet with them when calling them to set appointments.


4. Identify some pain points

How to set appointments gets easier when we can get the prospect talking about the pain that they are experiencing. To try to instigate this subject, develop a list of pain points that an ideal prospect might be experiencing and that you can resolve by providing your products and services.

Once you have this list, you can share some of these points with prospects to see if they are experiencing any of they pains.

 


5. Write some building interest points

In order to get the prospect to agree to an appointment, we must build a little interest. In order to help with this during the tight window that we have to work with during a cold call, we can develop a list of silver bullet points that we can share with the prospect to build interest. This could be points on what we do, how we differ form the competition, threats from not purchasing from us, etc.


6. Identify some name drops

We will need to develop some sort of credibility for when trying to improve how to set appointments. One way to quickly do this is to name drop other businesses that we have worked with.


7. Write a script

Once you have gone through all of the previously described steps, you can take all of those points and put it on the same piece of paper and you have something that can be used as a cold call script or call outline.


8. Pick up the phone

The only thing left to do at this point is pick up the phone and make it happen.


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Launch Pad Solutions provides sales coaching helping sales pros to figure out how to set appointments.
 

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This article was published on Sunday 25 March, 2012.

Back to main topic: Appointment Setting
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