How to Make Setting B2B Appointments Easy

How to Make B2B Appointment Setting Easy

Michael HalperFounder and CEO

SalesScripter

Not All Fluff

Not too Complex

Consultative Selling Approach

Not Pushy and Aggressive

Sound More Like a Business Person than a Salesperson

Core ConceptsUnderstand the Prospect

• Extremely busy

• Gets a lot of sales calls

• Likely not in buying mode

• Guard will be at a medium level

Step 1 – Focus on the Right Goal

You Always Have Two Goals

1. Ultimate Goal: Close the sale, sell the product, get

a new client

2. Immediate Goal: Advance prospect to next stage of

the sales process

Initial Contact(First time to speak)

Cold CallInbound CallEmailEvent

2 to 5 minutes80% on prospect20% on you

First Conversation(Appointment/Meeting)

Phone CallFace-to-FaceDiscovery


First Meeting(Presentation)

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on youFull training module on YouTube - Mapping Out Your Ideal Sales

Process


Avoid the Instant Appointment

• When the cold call progresses to a decent conversation

• You will usually have more time and attention in a

scheduled appointment

• If you progress into a conversation, you will miss an

opportunity to close for a meeting









1 to 2 hours20% on prospect80% on you


Make Objections Invalid

These objections don’t even make sense when you are

trying to sell the conversation:

– I am not interested

– We already use someone today

– We don’t have budget to spend

– We aren’t making any changes right now









1 to 2 hours20% on prospect80% on youFull training module on YouTube – How to Consistently Get Around

Sales Objection

Step 2 – Confirm AvailabilityIs the Prospect in the Middle of Anything?

Opening the call by checking to see if you have

caught the prospect in the middle of anything.

– Determine if normal busy or crazy busy

– “Have I caught you in the middle of anything?”

– Buys you 2 to 5 minutes

– Build rapports

– Creates an impression of familiarity

Step 3 – Elevator Pitch

Grab the Prospect’s Attention

One or two sentences that communicate how you

help your clients. Here are three options:

1. Share a value statement

2. Share examples of common problems

3. Share a quick client example

Full training module on YouTube – Building a Value Proposition that Generates Leads

Step 4 – Soft Disqualify

Decrease the Prospect’s Guard

Perform a soft takeaway right after your elevator

pitch.

“I am not sure if we are a good fit for you.”

“I am not sure if you all need what we provide.”

“I am not sure you are the right person to speak with.”

Full training module on YouTube - How to Perform the Perfect Takeaway

Step 5 - Pre-Qualify

Ask a Couple of Questions

Have a couple of questions as the central piece

and purpose of your call.

– Makes call more conversational

– Extracts valuable information

– Pre-qualifies to determine if it makes sense to keep

talking

Full training module on YouTube – Sell More by Screening the Good Prospects from Bad

Step 5 - Pre-Qualify

Building Your Questions

Here is a step-by-step process that you can use

to build an optimum list of questions:

1. Identify the product you ultimately want to sell

2. Identify the benefits it offers the buyer

3. Identify the pain point that the benefit fixes

4. Compose one or two question for each pain point

Full training module on YouTube – Sell More by Screening the Good Prospects from Bad

Step 6 – Share Common Problems

Is the Prospect Having Challenges?

• Share some examples of problems that you

help to resolve, minimize, or avoid

• Goal is to get some sort of acknowledgement

that there is a concern or uncertainty

Full training module on YouTube – How to Use Prospect Pain to Generate Leads

Step 7 – Share Brief Company and Product Info (Pre-Close Step)

Build Enough Interest to Close

• Product details

• Outline benefits

• Communicate ROI

• Explain differentiation

• Share client story

• Paint a picture of the future state

• Discuss impacts of doing nothing

• Share company facts

Step 8 – Close

Ask for the Appointment

If you have done everything else, it should be very

easy and reasonable to ask for the meeting.

– Grab their attention

– Decrease their guard

– Identify that they have a need or concern

– Communicate how you can help

– Build a little interest

Full training module on YouTube – How to Immediately Become a Better Closer

Call BlueprintTarget Prospect Introduction

“Hello Mary, this is Michael Halper, calling from SalesScripter. Have I caught you in the middle of anything?”

Target Prospect Introduction

Elevator Pitch

Qualifying Questions

Common Pain Examples

Brief Company and Product Info

Close

Disqualify Statement

Call BlueprintElevator Pitch

Great. The Purpose of my call is that - (Choose one of below)

• We help Sales Managers to get their sales people saying the

best possible sales pitch and asking the right questions.

• We help Sales Managers to shorten the amount of time that it

takes to train new salespeople.

• We help Sales Managers to improve sales performance for

the entire sales team.

• We help Sales Managers to decrease sales staff turnover.

• We help Sales Managers to get under-performing on the right

track.

• We help Sales Managers to simplify training and onboarding

for the sales resources.


Elevator Pitch




Close


Call BlueprintDisqualify Statement

(Choose one of the following)

• I actually don't know if you need what our services provide so

I just had a question or two.

• I actually don't know if you are a good fit for what we provide

so I just had a question or two.

• I don't know if you are the right person to speak with but I

have just a couple of questions.


Elevator Pitch




Close


Call BlueprintQualifying Questions

• How confident are you that all of your sales resources are

asking the right questions when talking with prospects?

• How concerned are you about the amount of time it takes to

get new sales hires ramped up and performing? How long on

average does it take for a rep to get fully up-to-speed?

• How important is it for you to get under-performing sales

resources corrected and on the right path toward meeting or

exceeding their objectives?

• How concerned are you about your current level of sales staff

turnover?

• How open are you to exploring new ways to boost sales

performance for your sales resources?


Elevator Pitch




Close


Call BlueprintShare Some Common Problems

Oh, OK. Well, as we talk with other Sales Managers, we have

noticed that they often express challenges with (or concerns

around):

• It can be difficult to get the sales resources saying to right

sales pitch and asking the right questions

• It can take long time and be difficult getting new sales

resources trained and ramped up

• There is always a need to find ways to continue to improve

sales performance

• It can be difficult to get under-performing sales resources

corrected and on the right path

• It can be time consuming and a daunting task to get new and

existing resources trained up and where they need to be

• Sales staff turnover can be costly and it would be nice to find

ways to decrease it


Elevator Pitch




Close


Call BlueprintShare Brief Company and Product (Pre-Close)

Well, that is one of the reasons why I am reaching out as it sounds

like we might have a productive conversation.

• Product details

• Benefits

• ROI

• Name drop

• Differentiation

• Picture of a future state

• Threats of doing nothing


Elevator Pitch




Close


Call BlueprintClose

But I have actually called you out of the blue so I do not want to

take any more of your time right now.

A great next step would be for us to schedule a/an brief 15 to 20

minute meeting where we can discuss your goals and challenges

and share some examples of how we have helped organizations

like yours.

Is that something that you would like to put on the calendar?


Elevator Pitch




Close


SMART Sales System

SMART

ales

essaging

nd

esponse

actics

SMART Sales System

SMART Sales System

Sales Methodology Software Platform Professional Services

SMART Sales System


SMART Sales System


Sales Training

• Recorded Training Videos

• Live Sales Training (virtual)

• Live Sales Training (in-person)

• Custom Sales Training

SMART Sales System


• Will help you to build your pitch

• Library of Scripts and Templates

• Library of Scripts and Templates

• CRM Functionality

SMART Sales System


Sales Consulting

• Sales Pitch Development

• Sales Process Mapping

• Script Assessment

Sales Coaching

• One-on-One Sales Coaching

• Weekly coaching

• Coaching Hour Blocks

Contact Us

Michael HalperFounder and CEO

[email protected]

@salesscripter

mailto:[email protected]