Setting Sales Appointments: How To Gain Access To Top Level Decision-Makers

by Scott Channell

How much business could you close if you could get access to the top level decision makers at future accounts you desire the most? This book summarizes and relates a complete system of actual step-by-step methods and winning scripts that get the meeting with those who can authorize checks. Scripting and more scripting. Responses to resistance. Gatekeeper and voicemail strategies. Methods to have more conversations. How to gain value from unreachables and "no's." How to follow-up efficiently and easily. How to generate more conversations with real decision-makers. What to say after "Hello" to generate the conclusion you are worth 60 minutes of someone's time. Much more.

Genres: Business

192 pages, Paperback

First published December 1, 2005

Reviews

[alex retana]

It works for those who have weekly or monthly leads

That said tips are good and bring a different approach . You may take what works for you and let the rest aside.

[George Davidson]

Although dated (who uses Fax anymore), this book is an excellent one for setting sales appointments and setting up a practical system to manage the process.

[Joshua McCoy]

Good sales scripts and direction to cold call your way to decision makers.

[Angela]

Scott makes a lot of assumptions that aren't true. For example, he tends to vilify the 'gatekeepers.' It is true that some of them are irrationally unfriendly; however, I recently pulled in a large account and the gatekeeper at this particular company, while skeptical of us at first, happened to be a huge support in getting our foot in the door. Instead of seeing the gatekeeper as the enemy and trying to get around them, work on making them an ally. On the good side, Scott's book and DVD series assisted us in organizing our sales process and helped us to focus on identifying our the best prospects. This has worked wonders for our organization in the past year.

[Jim]

Strong book based on authors practical experience. I found some helpful ideas.

Also @
www.scottchannell.com/category/blog/

[Brian Switzer]

Clear, concise easy to follow but difficult to master steps for ensuring cold calling success