Comments on: Setting Appointments, Part 2

By: Scott

Scott — Mon, 23 Oct 2006 00:49:57 +0000

I like where your going with this. Here is one that I use. I used to hate cold calling and even ran myself into a panic attack. No fun. Anyway. I went and studied my butt off on how to make calls. I came up with a script that made me the #1 new business sales person for one of the largest benefits firms in the country. I litterally tripled the production of over 43 other agents in our company. Here it goes.

Hi John(I always use first names). This is Scott from xyz company. I hope I didnt catch you at a bad time… do you have a minute? (they almost always say yes. If they say they’re busy, I say, “Oh, I’m sorry, I will try you back later today” And they almost always take my call when I call back. I think they respected that I respected their time.

After a yes, I go on to say:
Recently, I’ve been working with abc company in parsippany, nj where I was able to reduce their healthcare insurance costs by $45,000 annually without changing the benefits to their employees. For your next renewal, would you be open to learning how ABC was able achieve these results? If these ideas work for you great, if not, i will definitely be on my way. (they either say yes or tell me when they renew)

The only objection i give is this. If they say NO. I assume that its not the right time. I say, “I understand, would it be ok if I called you when your closer to your renewal and its more revelant to you?” I always get a yes and a renewal date.

It works. Try it. Few tips… be honest, assume that they’re being honest to you. Be polite, soft spoken. I always ask for permission to speak. I equate cold calling anyone to walking in their office unanounced. You wouldnt walk into your bosses office or even a coworker and just start blabbing away. Thats rude. You would probably knock on the door and ask, “hey, do you have a sec.?” If they said im busy… you would say, ok… i’ll catch up with you later.

Cold calling doesnt have to be hard…be honest, be yourself and accept it when someone says there not interested and move on to someone who is. Good luck

By: Brandon

Brandon — Mon, 25 Sep 2006 17:21:18 +0000

I am so very glad to hear that. Thanks for responding I hope you continue to enjoy your results and the process. Thanks for contributing!

By: Yokee World

Yokee World — Mon, 25 Sep 2006 15:41:13 +0000

I came across your site last week as I searched for information on appointment setting. After reading your post on prospecting calls for appointment setting , I added some of your verbiage to my current cold calling script and it has worked like gangbusters! It’s not pushy, aggressive nor intrusive.

Thanks and Continued Success to you.

By: SalesTeamTools.com » Setting appointments, part 1

SalesTeamTools.com » Setting appointments, part 1 — Thu, 18 May 2006 15:04:06 +0000

[…] UPDATE A new post has been added titled, “Setting appointments, part 2”—check it out. […]

By: Dan Tudor

Dan Tudor — Thu, 18 May 2006 07:18:38 +0000

Great series of articles. The big question for sales pros: Do you have the patience to build some “cold calling raport” with your prospect? If so, this is a great way to do it.

Well done guys. Love your stuff.