Setting Appointments with Senior Decision Makers

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Setting Appointments with Senior Decision Makers

Setting Appointments with Senior Decision Makers is tough. Tougher than it used to be.

Setting Appointments with Senior Decision Makers

20 years ago, on average, I’d speak to 30 decision makers a day. Get 5 appointments. Close 3 and pipeline 2 for next month.

Life was good. This kind of predictability worked.

Not so much today.

Today, working with sales teams across the UK, great B2B sales teams speaking to 20 top class decision makers a day is rare.

Possible but rare.

So when these sales professionals do get past all the many sales prevention hurdles, they know exactly what to do.

And what not to do.

After all, they typically have one throw at the dice when setting appointments with senior decision makers

Do’s and Don’t’s – Setting Appointments with Senior Decision Makers

Savvy sales pro’s know that they have about 15 seconds to grab attention – so they don’T waste that precious time asking how the prospect is feeling.

Instead they make an outrageous claim they can back up that does three things, it shocks the prospect into paying attention, it forces a curious reaction and the outrageous claim begs solves a huge buyer/prospect problem.

Bland does just doesn’t cut it.

The next thing they do….is to ask great questions. REALLY GREAT QUESTIONS.

Questions that challenge the buyer’s thinking. With questions that beg for bigger conversations. Questions that disrupt the buyer’s current understanding…

Of course, the savvy sales pro also knows how to listen.

Listen to what the buyer says, and what he doesn’t say.

When it’s a full throttle conversation. When the savvy sales pro has done everything they need to do (and if you’re wondering what that is – check out this guide – The Guide for Setting Appointments with Senior Decision Makers).

And when they can see a good fit, a need, budget, authority and pain, then the savvy sales pro bows out and gets busy setting appointments with senior decision makers.

They don’t talk themselves out of the opportunity by talking themselves out of the next sales step…

Setting Appointments with Senior Decision Makers – Common Lethal Faults

  • Being just like every other sales person that’s called today
  • Not challenging the buyers thinking
  • Addressing the same old problem in the same old way
  • Failing to educate, entertain and build curiosity
  • Failing to use the precious first 20 seconds
  • Talking more than listening
  • Mistaking a structured sales conversation with a focused goal with a lovely chat
  • Missing buying signals just because someone is being nice to you
  • Giving the prospect everything they need in the call
  • Not knowing when to ask for the appointment

What’s the difference?

Probably about 10 appointments per week.

10 appointments per week, per sales person, times 52….

You can do the sums.

Worth doing something about?

You can start by downloading your guide to Setting Appointments with Senior Decision Makers

Or you can call 0114 236 1221 or email carol@mortonkyle.com about comprehensive sales training courses specifically designed for front line sales and lead generation staff responsible for setting appointments with senior decision makers.

You can also sign up for our weekly free sales and business development newsletter.  The Advanced Business Achiever – perfect for daily sales huddles, sales coaching and weekly sales refreshers. You can get your free copy by hitting the link.

Remember: it all starts with that first call to generate that first appointment. So why not make sure your sales team, your lead generation team and your appointment setting team have the greatest chance of sales success – sign up for our sales training specifically for new business sales teams and sales hunters – Setting Appointments with Senior Decision Makers.

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