We use cookies to ensure that we provide you with the best experience on our website. Did [referral] have a chance to talk to you about [your company] or the possibility of working together? Oh, OK. Well, as we talk with other Sales Managers, we have noticed that they often express challenges with (or concerns around): Share Brief Company and Product (Pre-Close) Tapping into your prospects’ desires signals that you understand them, and more importantly, that you could be their helping hand. How are you doing? You obviously want to be on friendly terms with anyone you reach out to even if they can’t help you immediately. “Excellent, pleased to meet you! Then, he got on the phone and he set a few life insurance appointments for me to show me how it was done. How concerned are you about your current level of sales staff turnover? And by focusing your efforts around cold calling scripts that get appointments, sales reps can worry less about the “hard sell” and focus on filling their calendars with relevant prospects who actually want to talk to them. You can then encourage your prospect to clarify their response, allowing you to learn more about their situation and how your product could help. Mike spent several days role-playing the cold calling script and the questions with me. Phone: (713) 802-2026. Learn how to sell successfully over the phone—and avoid these 9 common mistakes. Out of curiosity, how do you know [referral]?”. We help Sales Managers to decrease sales staff turnover. No longer will they dodge your phone call, they will tell the receptionist to patch you right through as they will want to hear what you have to say. How are you today? Below are some appointment-setting phone scripts from a company named HIRABL, which makes revenue-acceleration products for recruiting agencies. I figured that we could set up a quick appointment to discuss [mutual goals related to the industry] and how we might be able to help each other out. Creating compelling scripts for scheduling appointments that will resonate with your prospective customers and rehearsing it, will help you schedule more appointments and ensure you’re dealing with a decision-maker. 124 – Appointment Setting & Phone Scripts - $0.00. "I saw that you work at [prospect’s company] and really wanted to get in touch. I am a big fan of K.I.S.S when it comes to writing scripts. For either question, your prospect will want to say “yes” to signal that their company is competent and capable of keeping up with the rest of your industry. Here's how. An appointment-setting advisor should avoid overselling the product or service that they wish to trade during the initial phone call with the potential customer. ", Option B: "If you don’t mind my asking, do you currently use any other solutions to deal with [pain point]?”, Option C: "Could you tell me a little bit about [prospect’s company]’s approach to [pain point]?”, “Honestly, [our company] has just the thing that can help with that. Learn how to generate more leads and revenue right from your inbox. From here, you can gauge where to take the conversation based on how well you and your prospect know your referral. 12808 Queensbury Lane #E235 Is [role/department] something that you’ve been struggling with or is [prospect’s company] just changing things up? We use cookies to ensure that we provide you with the best experience on our website. Finally, in setting the appointment on the phone, use a strong ‘alternate of … If it helps you to remember what to say, just keep in mind the Appointment Setting 101 Goal: Every time I have someone on the phone, I have just one goal: An appointment … MaryAnne That would be me. Michael Halper, Founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED", is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. Who’s it for? Don’t be afraid to deviate from your scripts, especially if it means breaking the tension of your call. 7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING. Instead of asking what time and date works best for them, you take the wheel and start by suggesting a date and time on their behalf. Try these 7 cold calling scripts to get appointments that'll turn into sales. ", Option B: "I noticed that [prospect’s company] is currently hiring for [role] and wanted to reach out. ", "I wanted to reach out because [referral] recommended that we get in touch. that means Keep It Stupid Simple. Then deliver an elevator pitch. With the scripts, videos and training in this course you will be prepared to call leads and set appointments easily and effectively! To help make the most of your conversations, we’ve put together some general tips to adapt your cold calling scripts to get appointments. That said, cold calling isn’t going anywhere anytime soon. Have I caught you in the middle of anything? Reps who are reaching out to prospects via a referral who hasn't had the chance to warm up the relationship for you. If not, you’ve diffused the tension and can guide yourself toward the right person. Who’s it for? And if they say “no?” Assumptive selling means that they aren’t saying “no” to the appointment, but the time suggested. No old school needs analysis here; no silly road-to-the-sale questions – just a simple, direct appointment request. Ex: “Oh, you used to work at [prospect’s former company]? Your product is beneficial and relevant to whoever you’re on the phone with. When you approach a cold call, do you assume the worst? Great. How are you? When it comes to selling solar panels, contacting clients over the phone facilitates solid relationships that are the key to developing loyal, satisfied customers . Your job isn’t to sell your product over the phone: it’s to create enough curiosity to the point where they’re hungry to learn more. Here you can paint yourself as the “good guy” and not a random salesperson. Rather than waste your time on lengthy calls that go nowhere, how about trying shorter, to-the-punch calls that focus on scoring future appointments? Beyond getting someone’s contact information, clarify the specifics of your future meeting including: Ideally, you should be able to confirm all of these details without an endless back-and-forth email chain. Why it works: Many pain points, such as the pressing need to save more time or money, are universal. *listen to customer* It has been over 2 weeks and you have not received your order? Market America Training - Setting appointments over the phone scripts - Two Step process. “Hey there. Helping sales professionals, sales managers, and business owners to improve sales performance by identifying how to best communicate with prospects. Description. I saw that [prospect's company] has been [describe something that relates their company to your product or service, or why they would be interested]. Prospects wanted to speak with someone who is credible and not just any salesperson. Sadly most training that "advises" people how to get appointments over the phone is flawed. Leaving a bit of mystery for your prospect will compel them to look through the calendar and see when they can fit you in. *confirmation* My apologies for the delay Ma’am. We help Sales Managers to shorten the amount of time that it takes to train new salespeople. How important is it for you to get under-performing sales resources corrected and on the right path toward meeting or exceeding their objectives? It's essential that you learn the best approach to maximize your results. Stumbling over your words. By saying “yes,” you and your prospect find common ground that could lead to an appointment. Engage with potential clients over the phone using our Setting Appointment Script. Prime for those in the B2B and/or SaaS space. Maybe you have little more than a name and a phone number for a particular prospect. Truly, anytime of the day is a good time to call to set final expense appointments by phone. Why it works: Serving as a variation on our cold calling script example, this particular script promotes positive calls that translate to appointments. And if their response is “no,” simply move toward booking an appointment to learn how you can help them solve the problem you just made them aware of. It can be difficult knowing exactly when and how to ask for the appointment without sounding like you are closing them, and, of course, there is always […] From there I tell them more about the program, just enough for them to agree to set up an appointment, and then go into my appointment setting script. Contributors from members of the Copper team. May I have the order number so I can check our system. Mornings And Evenings The most effective times of the days are first thing in the morning from about 9 a.m. to 11 a.m., or from about 4 to 5 o’clock until about 8:30 at night. Need to get past the gatekeeper of a business? Learn about the 7 habits rep should cultivate to close deals + crush quotas. Picking up the phone and dialing a complete stranger can be frightening. 7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING. Sample Call Center Script: Appointment Setting Service MaryAnne A & B Fitness. The Purpose of my call is that – (Choose one of below). Oh, and who am I speaking with, by the way? Once you confirm that you’re in contact with a decision-maker, you can pivot towards your pitch to schedule an appointment. $0.00. A product specialist will contact you soon. Just like face-to-face sales, your over-the-phone selling strategy should begin with proper planning. Sections. During a cold call, it may be tempting to dive into a laundry list of product features or benefits. However, doing so could very well make your prospects tune out. Who’s it for? This approach to cold calling goes hand in hand with the Relationship Era, allowing reps to make personal connections with prospects ASAP and worry about selling after the fact. And create confidence importantly, that you understand them, and more importantly, that you ’ in... Following industries s former company ] and could tell you some stories… ” Please ” “. Work at [ your company ], my name is [ your company ] or the possibility of [ company... 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