Tag: Bridge Questions

How important is it to ‘nail’ your opening statement?

Hint: It’s not as important as you think.

Regardless of how good your opening is, over 90% of your targets still say no when you first ask them for an appointment, don’t they?

Many sales professionals and their managers who must set appointments with people they don’t know tell me they struggle getting to the ‘perfect’ opening that will get people to agree to an appointment with them. In my opinion, that is a waste of good time. Continue reading “How important is it to ‘nail’ your opening statement?”

What is the number one reason The Appointment Making Formula™ works so well?

Bridge Questions™ are the keys to the kingdom.

Bhutan, Rodophu Valley, female hikers crossing bridge
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We are often asked how is The Appointment Making Formula different from other skills based methodologies for appointment setting. There are a number of reasons, but the number one reason our clients tell us their sales professionals are now setting at least twice the number of Initial Appointments is, hands down, Bridge Questions™.

Continue reading “What is the number one reason The Appointment Making Formula™ works so well?”

Why classic objection handling techniques don’t work when setting appointments.

The two rules our targets play by when we make appointment setting calls and why we ignore them at our peril.

 

D'ohWhen you are making appointment setting calls, are you trying to respond to your target’s initial objection for the meeting with logic?

Most likely, you are responding to the initial ‘no’ you hear when trying to set an appointment the same way we were all taught to to do it: with the logic of your value proposition and through proven objection handling techniques we use once the target has engaged in a buying cycle with us. Unfortunately, if you are, you’re also fighting an uphill battle.  Here’s why: Continue reading “Why classic objection handling techniques don’t work when setting appointments.”