DO YOU STRUGGLE WITH THE FOLLOWING WHEN ATTEMPTING TO SET APPOINTMENTS?

• Finding the time to make the calls
• Figuring out how many calls are necessary to hit your goals
• Staying organized once you’ve got more than a few pursuits going simultaneously
• Making your territory and targets warmer over time
• Incorporating social media concepts and Sales 2.0 methods into your process
• Making your CRM or other automation work for you instead of against you

• In Volume I, we addressed the concept of effectiveness as why would one want to make any more appointment-setting calls than necessary. In this book, you’ll discover that the common challenges listed above, plus many others, are hurting your efficiency, causing you to work longer hours and make less money. After reading this book, you’ll know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time.

  Additionally, you’ll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. You’ll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Let’s face it: Even referrals say no, they’re just nicer about it. When you understand this, you’ll discover why all sales professional should have the skills, tools and processes to be both effective and efficient at this critical responsibility.

  This comprehensive, easy-to-understand, easy-to-follow guide to successful appointment-setting is written by Barry Caponi, one of America’s foremost thought leaders on all aspects of the subject.

  Hundreds of companies throughout the world have dramatically increased their total number of new appointments by implementing the only appointment-setting methodology that addresses both effectiveness and efficiency. This volume (the second in a two-book set) will help you master the science of setting appointments in less time, with less effort—once and for all.

CONTRARY TO POPULAR BELIEF COLD CALLING DOES WORK! 2

iUniverse, Inc.

Contents

Acknowledgments..........................................................................................................................ixForeword.................................................................................................................................xiWhy Should I Read This Book, or WIIFM (What's in It for Me)?.............................................................................xiiiWhat is This Book About?.................................................................................................................xiiiThe Importance of the Discipline.........................................................................................................xivWho Is This Book Written For?............................................................................................................xviWho Is Barry Caponi and Why Should I Listen to Him?......................................................................................xviHow Did This Book Come to Be?............................................................................................................xxiConclusion...............................................................................................................................xxiiiHow to Use This Book as a Reference Manual...............................................................................................xxvChapter 1:...............................................................................................................................1The Need for Personal Improvement........................................................................................................1Is Cold Calling Really Necessary?........................................................................................................2The Necessary Skills in the Pipeline Phase of Selling Are Not the Same as Those Required in Appointment-setting..........................4Top Ten Biggest Mistakes Cold Callers Make on the Phone..................................................................................7There's Actually No Difference between a Cold Call and a Warm Call.......................................................................17The Value of Knowing Our Metrics.........................................................................................................19Chapter 2:...............................................................................................................................21Effectiveness versus efficiency in the appointment-setting process.......................................................................22Priorities and the need to set appointments..............................................................................................23How many Initial Appointments do we need?................................................................................................24How to rid ourselves of those dreaded dry spells.........................................................................................25Cold calling is more than about just making dials........................................................................................27Are we hooked on Hopium when it comes to our team's ability to set appointments?.........................................................28Eight simple ideas to help sales management fix an empty pipeline........................................................................30Tracking results, coaching and cold calling activity.....................................................................................32Five simple rules to keep calling activity levels consistent.............................................................................33Making some minimum of cold calling dials each day adds up over the year.................................................................34The value of Call Blocks-making a bunch of calls together................................................................................35How can we assure that we have the time to make calls?...................................................................................36Why goals are important in cold calling programs.........................................................................................37The value of making just one more dial in a Call Block...................................................................................38Why the drive by shooting approach to prospecting is counterproductive...................................................................38Is your sales team just going through the motions when making cold calls?................................................................39The four elements of the appointment-setting process we can improve......................................................................41If cold calling, how many targets can a sales professional pursue each year?.............................................................48Is the, "Make more dials!" mantra the best way to set more cold calling appointments?....................................................52Cold calling is a great predictor of sales to come.......................................................................................53How much time does it take to set our required Initial Appointments?.....................................................................54What do the laws of physics and cold calling have in common?.............................................................................56How to motivate sales teams to make cold calls in a tough economy (or any time)..........................................................57Five tips to help make that first cold call of the day...................................................................................59Why is it important to take the long term view of building territories over time?........................................................60Is your territory more defined and refined today than it was a year ago?.................................................................61Building the value of a territory over time..............................................................................................62How can we clone our best customers to prospect more efficiently?........................................................................63How to leverage the concept of Dialogue Bonds............................................................................................64An example of the cumulative effect of prospecting.......................................................................................65Another thought on the cumulative effect of prospecting..................................................................................66Another reason why investing time and effort into the creation of our cold calling lists is so important.................................67Four questions to ask ourselves to determine whether to apply Sales 20 techniques to the appointment-setting process.....................68To canvas or not, is the question my dear Watson Ten questions to ask ourselves to determine the answer..................................70Why won't Johnny use our CRM (Customer Relationship Management software) to telephone prospect?..........................................72About the...