One of the “hot” phone applications nowadays is appointment-setting for field sales or a channel partner. Marketers are making lots of calls to lots of prospect companies, trying to convince them to agree to an in-person meeting.

Unfortunately, some marketers are going about it in the wrong order! They pitch the appointment right off the bat, rather than first seeking the two prerequisites:

•  A likely business matchup, ascertained via good questioning and qualification.

•  Agreement by the prospect that there will be genuine value in a meeting … that it will not merely be a “grip ‘n' grin” session or a “dog and pony show.”

I provide the guidance and training your telemarketers and telesales reps need to do appointment-setting distinctively and successfully. Your callers will be better prepared to communicate, qualify, make a compelling case, and win the appointment.

Then, when the in-person meeting takes place, there is a much greater likelihood of a sale!