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

You must reinforce your credibility and the benefits you deliver with your response. You must respond. You don’t need to answer. You must ignore their agenda and stay focused on your agenda. You must seek a clear “yes” or “no.” Even if they say “no” or they don’t meet your minimum standards for follow-up, you can still pick up some worth or qualifying information to properly allocate your time for future calls. You are actively trying to disqualify people here. You should only allocate time to those who give you specific answers so that you can objectively decide they are worth your time. If you allow too many low-probabilities, lower-paycheck prospects into your call schedule, you take time away from higher-probability, bigger-paycheck suspects.