Appointment Setting Blog from the Caponi Performance Group
Setting More Appointments in Less Time
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?”
When 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.”