7 Keys to Set the Appointment IMMEDIATELY with ANY Prospect in Sales
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- Опубліковано 17 чер 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1. Don’t set an appointment with just anyone.
Great salespeople don't try to set the appointment with just anyone. They only try to set the appointment with the right person.I was just talking to a customer of mine in my online forum. He said, “I’m having a lot of success setting appointments with marketing people at various companies. But once I meet with them, they say, ‘Oh, well I need to get buy-in from the company owner before we can move forward.’ What could I be doing differently?”
2. Disqualify the rabble during discovery.
This is important. Sometimes, salespeople get so excited when they have a person in front of them who is willing to pick up the phone and talk. But we can’t know if someone is qualified just because they’re willing to get on the phone with us.
3. Be a doctor.
Your prospects typically meet with salespeople who will do or say anything just to get the sale. This manifests with the salespeople putting lots of pressure of prospects and being salesy in a variety of ways. In order to set the appointment with your ideal prospects, you want to be the complete opposite of this. Give your prospects the opposite of their typical buying experience.The best way to do this is to act not like a salesperson, but like a doctor.
4. Understand the upside.
To successfully set the appointment, the prospect has to feel like there will be value in meeting with you. So, put yourself in the shoes of your prospects. They’ve got a million things going on and the last thing they want to do is spend 45 minutes with a salesperson who is wasting their time.
So, during your initial prospecting calls, you need to help your prospects see the value of potentially working with you. And one of the key ways to do this is to help them understand the upside of solving their problem.
5. “Can I make a recommendation?”
These five simple words are so powerful when it comes to being able to set the appointment with your ideal prospects. I'm giving you some real secret sauce here. The phrase, “Can I make a recommendation?” is really powerful when it comes time to transition into scheduling the appointment in sales.
And here's why. Let's say you've gone through the initial conversation, you've gotten them to articulate the upside, and you've determined that this is someone that you definitely want to be setting a meeting with. You then need to transition into setting the meeting by starting with this phrase. By asking, “Can I make a recommendation?” you naturally cause the prospect to say, “Of course.” At the same time, this exchange sets you up as the expert who makes recommendations. And now they're completely open to your suggestion.
6. Always schedule a clear next step.
This is so important for sales in general, and it's critical for actually setting the appointment. I want you to make a commitment to yourself that you are never going to allow any selling situation to end with an unclear outcome.
7. Have a contingency for when they push back.
Often we're in a selling situation and the prospect gets a little bit squirrelly. And they say, "This was a great conversation but the timing just isn't right. Could you call me back maybe in six months?" And a lot of salespeople go into something that sounds like: "Oh yeah sure, happy to call you back in six months. Would it make sense to call you on a Monday or Thursday?" or whatever weak response they have.
So, there you have it. There are the 7 keys to set the appointment with any prospect in sales. Which of these ideas did you find most useful? Be sure to share in the comments section to get involved in the conversation.
![7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]](http://i.ytimg.com/vi/bVRyGP_t_T8/mqdefault.jpg)
![7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]](/img/tr.png)
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
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My boss is not a salesman and thus I have not had a proper sales mentor showing me the ropes. I think I have just found my new mentor! Thank you so much Marc!
I love the " can I make a recommendation?" Also the part where you tell them let's just get the appointment on the calendar for next month so we wont do this whole back and forth thing and falls through the cracks
This is so incredibly helpful and useful for me as I have taken a new role as an appointment setter for our sales team. After watching this I have found somethings I am doing well as I am hitting appointment goals but there are also things that I may not be approaching right which getting each step on par will only making me go above and beyond expectations. I love the fact to not be afraid to ask those gutsy questions as I feel that if a prospect picks up on well hey they really aren't mucking around here it'll only give off that the time spent is well worth it and well worth investing time into meeting with you. Thank you so much I have learn alot to incorporate into my appointment setting
So I'm your newest fan! Everyday I study my craft before work... I love the "Can I make a recommendation" ... well I love the whole thing and took notes. My transition is SOOOO much smoother into my close today! Thanks allot! I'll be watching all your stuff!
Crisp and crystal clear GREAT advices free of distracting noice. Top videoquality! Subbed!
You provide REAL VALUE. Thanks for sharing your knowledge Marc. I appreciate it. This will help my team tenfold 🔥
Mark, thanks for this. We appreciate your work. I'm new is sales and your video really helps me in setting appointments.... ☺🙂 hopefully you create more videos that really go into details, and explain what to do if the prospect declines, is not interested, has objections, etc.
It was all super helpful!!!! Especially them getting to say what the value is!!! That’s incredible! I’m just starting out in cold calling and I think this style will really work for me!
I have freshly taken up a role in setting up appointments and this video has helped me learn some key insights especially "Can I make you a recommendation" since I was struggling right there. Thanks Brother 👍👍
This was real help..great tips ..the vest part is that you give examples which helps understand much better..gives complete clarity..simply awesome
Loads of Love from India whenever I come in sales trouble I always watching your videos & like the way you present.
I liked the point on clarity in the next steps and having guts in the prospecting process.
You are great Mark iv been selling since 1998 from door to door to dealerships real estate etc.....and somehow I forgot all the steps you mentioned thanks a lot, you just helped me get that meeting with the DM iv been pursuing for months. Thanks again bro
Very nice video. No sugar coating. Thank you Marc. I learned a lot from this video. Cheers!
great video. I like the way you explain things. You make it simple and to the point and also you called out mistakes I have been making daily. Great job Marc
Great information, Mark!! That last talking point does take Guts; and like you said at that point-"What do you have to lose?"
I love that you have remained consistent in your "Doctor Analogy" That really makes sense, to be a doctor!
Thank you, Marc! There are really useful advices!
Love your tone, speed, amd intel Marc. Simply, thank you.
Can I make a recommendation is extremely helpful..Also, the contingency plan another insightful tip. Thank you. Lastly but not least, all the 7 Steps you share are truly the secret sauce to success in sales..some tips are a refresher but all in all great video. I will share with others..
Great great video!! Loved the contingency last phrase and also the “can I give you a recommendation?”
Excellent. I especially loved your contingency ideas. It’s taken me a long time to become bold on the phone. Thank you!
You are One of the BEST! Marc...
The last part where we really ask whether the prospect is just trying to push you off ....the whole video was informative and useful...Thank u
hi this lands perfectly with a real estate firm that I work for in Costa Rica. Very helpful tips love this videos
I pray you see this 🙏. I am a sales engineer and today was another tough day for me. After watching this video I got clear clarity of where i am going wrong. All techniques are very useful and practical. I am from India and my hearftul thanks for the video. Keep rocking ❤️❤️
Absolutely one of the most valuable videos I have seen yet on the topic. Thanks!
Thank you so much for your advice. As a rookie salesperson, I’m having a lot of difficulty with setting appointments with prospects. I appreciate you trying to help people like me understand what we’re doing incorrect and how to correct it.
How is this going for you now?
Word!
Thanks Marc, these points are cool and clear. The really help take sells to a whole nother level. Thank you for sharing the secret sauce!
Thanks for keeping it real Marc, no one quite puts the common sense, emotion, and passion behind the science of sales like you do.
As much as I love Marc, I've found hubpspot's resources much more helpful. No hate for sure though, of course.
Really appreciate your channel Marc. It's really powerful.
Thank you so much! This is very helpful! :) You are relatable and professional. I like the contingency tip and "Can I make a recommendation?" I'll apply that!
Great info but definitely hard to focus because your voice is so calming
This man is speaking gold. Seriously.! This is straight 🔥
lovely .. i really love it the way you explain things
Wow! You're making so much sense
Massive value in this.
Thank you for your training sir. So many notes!
Great video, thank you Mark.
Do something on inside sales as well, waiting to see a video on it eagerly!
Thanks a lot for this video it's very helpful. The best topic of this entire video which I liked was, articulate the upside.
Great job! Very useful tips. I am into Life Insurance business and I can use it. Thanks and love from India.
Very helpful video. Thank you Marc!
Great job, I sell pest control and can really use this
By far the greatest content and recommendations. Newly in this field and fell a little, you know...
Hoping to apply as much as posible this and make part of my repertoire? Sorry my english dude"
Sure this gonna be valuable 3-4 year from now!
thankyou somuch marc i really appreciate your topic,.
Awesome.. bottom line tips. Thank you so much
extremely helpful, thank you very much
Wow,
thank you Marc!
I love your tips. Thank you so much
Great vid - thank you sooo much!
Marc is the best!
I loved everything you suggested.
Thanks Marc. Really helpful
All of them! Thank you!
Thanks a lot Marc, Excellent
Great information and tips
Hi
the last advice is excellent one
I will be using some of these in my interview tomorrow morning!
I loved the “be a doctor” approach.
Thanks for the tips.
How did it go?
@@djdjxjxmxm675 Thanks for checking back. I got the job! I began on 1/6/20.
@@ecarrillo71 Fantastic job man great work. was the interview hard?
@@djdjxjxmxm675 It was more nerve racking for me not hard. I was attempting to move to a different area and overcoming not having experience as an outside rep.
Key point that won over the interviewer was saying NO to a suggestion that was made in a prior interview.
They understood that I only wanted this job. Thankful to be in it now.
@@ecarrillo71 Really appreciate the responses Efrain. Been also looking for a Sales job..but is a bit discouraging when you dont have a degree.
I love all them thanks
Excellent video.
Great ideas to follow.
Hey Marc, just want to say thank you for the tips on this video, I have been getting a lot of push back at the point of setting an appointment, the contingency plan makes rational sense and I have incorporated it in my script.
One question, would you say it's normal for a prospect not to accept a meeting off the first? Any suggestions will be most welcomed.
Very great video
You must have posture inside your mind, before it will display in the physical realm. Its one thing among many others i got from this video.
I really appreciate all of your good advice that you have to offer. When calling CEO's during this pandemic what would you suggest when all I am getting is a voice mail? Sometimes I get the gate keeper/receptionist and then a voice mail.
The question is what other methods are you using to connect with the CEO? If they aren’t answering a call. Follow up with a bespoke email, keep it short snappy. Send a LinkedIn connection request. The week after follow the same process, call, follow up email etc. Usually my approach is keep 2-3 contacts per company who it’s worth reaching out too. Yes the CEO holds the purstrings so to speak but you can gain valuable insight from other employees in a company who can be your champion when creating a sale. As for the gatekeeper they are valuable to connect with. Even something like “Look you probably know the organisation inside out, I’ve been struggling to reach John Doe the past few weeks regarding XXXX. Who would you recommend I speak with when it comes to XXXX? Just my opinion but I hope this helps.
thank you Marc this was really helpful please keep it up with your videos
Very helpful
This was very helpful. I’m an appointment setter at my current job and need my numbers up
How many appts are you expected to do a day?
@@devinscott5598 Well I have gotten a promotion at my current job and now I’m in the claims department.
Thank you...
Hi Mark. This is really a great content. Really helpful, got some question on this though. Not all clients belong to the warm market right? And only the warm market opens up to you regarding their problems or challenges. How do you get the client to start talking about it? Especially when you are just in the appointment setting stage. Thanks in advance 🙂
Hello, I have an exact same issue 😅 Have you found any tips on that? Would really appreciate your response :)
Excellent ... btw....I suggest single people to use calender scenario as an methodology to getting that first coffee, lunch or dinner date . !!! Lol
Thank you
Thanks
Hi do you conduct any training this month?
Getting to this mindset after so much bull I done soaked up really is challenging. Nonetheless I’m ready for mo money mo problems ☝🏽
super video
Marc, I tried to register with LimeLeads but they won't accept my Gmail email address which is the only one that I use.
Been having good conversations with DM's,. but my problem is due to COVID, many businesses aren't fully staffed, or the business owner has become sick. They have put me off for a few months for a totally different reason. What can I do in this instance?
Thank you! Great video... I loved, can I make a recommendation
I want to become an appointment setter what should I do to start?
Sir please can you guide me how to get appointment for free products on cold calling most people rejected the offer
bro please make an example for cold call for send a catalouge and call again
I like it this is solution selling
Last point of contingency sounds good.
Magic
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Always schedule a clear next step?
What if your appointment setters are writing wood because they get paid for numbers written instead of deals closed?
What would it mean to you if?....
1:39 Video Starts
I really don’t get the “Can I make a recommendation” part. Recommend what?
Whatever helps the customer solve the problem and, of course, reach your goal (selling, setting an app., etc) that question is real good cause it makes the customer see you as the expert, so it's really helpful.
Are still working these keys for IG prospecting?
What are the questions to disqualify the rabble
What if the say “everything is fine our machines are working well? Then what’s the next step??
Look for those whose machines aren't working optimally.. not just well but optimally.
Appreciate the comment is a year old but hopefully this will help. What I usually do at this point is to try and find ammunition to help with my next call, after all what have you got to lose?
If someone says this do as much digging as possible, story telling is quite good but it depends if you want to tell a little fib. “Thanks for letting me know John and good to hear things are working well. It’s quite a common situation I encounter when engaging with organisations in your space”.
Couple of questions you can ask here, what type of machinery are you working with? What is your machinery idoing well? If you were in a position to make improvements where and what would you start with? If i encounter an organisation with a similar set up to yourselves, what are the problems do you they think they’ll be having? If you were to consider new machinery what wouldn’t you like to lose from your current set up?
I probably wouldn’t say this if you were UK based but I think the USA is a bit more cheesy than the UK. “Appreciate your machinery is performing well but BlackBerry & Kodak were in similar positions of being comfortable and due to that fact failed to keep up with competition as the industry evolved.” Then into a question..
Hope some of this may help. Just my opinion after all.
Law of large numbers.
How do you know the right person?
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Seriously
SDR'S 4 LIFE