Scott Channell

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Sell The Meeting: Set Discovery Calls & Sales Appointments To Close New Accounts: A Lead Generation Process With Phone Script Samples For B2B Appointment Setting & Cold Calling Jul 26, 2019

by Scott Channell

( 125 )

$9.99

Do you or your sales team need to schedule a discovery call, sales appointment or demo to advance your sales process with a clone of your very best clients and accounts?

Sell a meeting, and you have a chance to sell a new account.
No meeting? No chance to close a new account.

What people say about the strategies in this book…
- We had set 3022 meetings, 85% of which were with C-level decision-makers
- Grown from three hundred customers to over nine hundred
- Directly contributed to the 5X growth of our organization
“Look Inside” To read the full testimonials.

This guide is about two things.
1. How to earn attention and interactions with top decision makers within accounts that are clones of your best accounts.
2. When you earn that often momentary attention, communicating something substantial, credible and different enough to enable someone who is going to write a big check to conclude you are worth more of their time.

That’s it.
Work a system that allows you to pitch a top dog.
Then don’t screw it up when you do. Have something worthwhile to say.

B2B appointment setting is not rocket science, do a few key things right, avoid the common mistakes that doom your efforts and you are halfway to success before you even made a call or sent an email.

THE BUYERS ARE OUT THERE AND YOU MAY BE THEIR BEST OPTION. BUT if you don’t get their attention or communicate what they must hear to conclude that you are worth some of their valuable time, a competitor will get their check. You were not able to sell the meeting.

Sales scripts: Many companies are sitting on great things to say and not saying them. Learn to create a “pile of words” so that crafting impactful phone scripts, voicemails, Emails and more will flow easily.

DON’T LET QUALIFIED BUYERS LUMP YOU IN WITH ALL THE KNUCKLEHEADS AND IDIOTS THAT CONTACT THEM AND WASTE THEIR TIME.

Your guide to clarity on how to book more first sales conversations, Scott Channell, learned in the trenches, sitting in a cube, dialing the phone and experiencing the monotony, frustration, and euphoria of high-level sales prospecting. Before he started coaching sales teams, he smiled and dialed his way to booking more than 2,000 face-to-face sales appointments with C-Level executives in diverse industries. His paycheck used to depend upon setting appointments that ended up closing in both B2B and B2C markets — still training teams and coaching reps on these strategies 25 years later. He has seen what works in many environments and adapted to those changes over time.

Table Of Contents
1. Introduction: No First Meeting, No Close
2. Why Do This?
3. 31 Key Drivers
4. Six-Core Concepts
5. Know Your Goals
6. Selecting Your Targets
7. CRM/Contact Manager Setup
8. Call Process
9. Your “Pile of Words”
10. Crafting Your Scripts
11. Your “Identify the Decision-maker” Script
12. Your “Set The Meeting” Script
13. Your Voicemail Scripts
14. Sample Email Touches
15. Objection Response Concepts
16. Objection Responses
17. Intro: Managing Your Day
18. Your Launches: Part One Of Your Day
19. Your Follow-Ups: Part Two Of Your Day
20. Spending More Time With Those Worthy: Part Three Of Your Day
21. Calling A Suspect: From First Call To Last
22. What If It Is Not Working
23. How To Find A Good Appointment Setter
24.

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7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING. Creating Cold Calling Phone Scripts for Business to Business Selling, Lead Generation and Sales Closing. A Primer for Appointment Setters. Apr 18, 2013

by Scott Channell

( 98 )

$4.99

What is the #1 reason why people don’t agree to meet with you? You don’t give them enough reason to meet with you. Do you think you might learn something from someone who smiled and dialed his way to setting more than 2,000 B2B sales appointments? This author did and shares what worked with you. Appointment setting is a process. It is not rocket science. A lot of sales people are great appointment setters, but many more struggle. Those that struggle frequently can close deals. It’s a shame to lose out on income, commissions, competitive advantage and market share because you are lacking information on the process of b2b lead generation. This book focuses on the sales script creation process for business-to-business sales. It includes many sample scripts and script segments for credibility, benefits and what you deliver that you can incorporate into your own sales scripts. A good phone script is going to communicate your value and credibility. Every second counts when appointment setting using the phone. Every word matters when you are cold calling and lead generation is your goal. There is a structure to a sales script that earns you a “next step,” whether it be a face to face meeting, a phone appointment, or attendance to a webinar or event. If you are going to be good at lead generation you have seconds to communicate who you are, what you do, why you are credible, the benefits people get from hiring you and what they will get from you if they agree to meet. That is a very solid foundation for “selling” a meeting. In this book Scott Channell breaks down the sales script creation process so that you appreciate the components parts of a good cold calling phone script. If you truly want to get out of winging it mode you will have to do a bit of thinking and brainstorming and this book gives the process with which you can craft sales scripts that have impact with your targeted suspects. Notice the word “impact.” Scott relates the story as to when he was calling. He would imagine that the phone was 3D and when his decision-maker picked up the phone he could reach through and start clubbing them over the head over the head with a 2 x 4. The words he chose to communicate in his sales script had the impact of a 2 x 4 on his decision-makers. That is how he set more than 2,000 sales appointments himself in diverse industries. The words were softly spoken and not manipulative or forceful in anyway, but they were chosen and spoken as they had IMPACT on decision-mkers. They communicated value and a reason to meet. When you are beating your head against he wall cold calling with lousy phone scripts remember this….. the #1 reason why people don’t agree to meet with you is because you don’t give them a reason to meet. This book give the process for coming up with the most powerful words you can use in crafting your cold calling phone scripts and gives you the structure to communicate it all within 30 seconds of hearing “Hello.” Peppered with sample scripts and language you can use in your own phone scripts your words will have more impact on your targeted decision-makers. The book also discusses “phrases of shame.” Things appointment setters say on the phone which self-sabotage their efforts. Sales scripts are only part of an overall effective b2b sales lead generation process. If you have value and credibility to communicate yet those you speak to don’t “get it,” pick up a copy of this book. You don’t set 2,000+ meetings while cold calling b2b appointment setting without learning some very valuable lessons. Lead generation is the difference for many between fine dining and Ramen noodles. If sales closing is not your problem and a winning system of lead generation is holding you back, this book will give you insights into the sales script creation process that will enable your qualified decision-makers to “get it&rd

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Setting Sales Appointments: How To Gain Access To Top Level Decision-Makers Jun 21, 2012

by Scott Channell

( 42 )

$3.99

How much business could you close if you could get access to the top level decision makers at future accounts you desire the most? This book summarizes and relates a complete system of actual step-by-step methods and winning scripts that get the meeting with those who can authorize checks. Scripting and more scripting. Responses to resistance. Gatekeeper and voicemail strategies. Methods to have more conversations. How to gain value from unreachables and "no's." How to follow-up efficiently and easily. How to generate more conversations with real decision-makers. What to say after "Hello" to generate the conclusion you are worth 60 minutes of someone's time. Much more.

Other Formats: Paperback

This title and over 1 million more available with Kindle Unlimited.

My Area Marketing: Local Business Growth & Advertising Strategy Vol 1: A 7 Step Guide For Small Business & Service Professionals To Attract Ideal Clients & More Profit Mar 9, 2021

by Scott Channell

( 11 )

$2.99

Quick wins. Marketing to ignite profitable business growth that sticks.
How to redirect ideal clients and customers currently heading towards competitors… to you.

When your growth efforts are not grabbing winnable clients, you lose far more than marketing money spent. When those clients that could have been yours went to a competitor, you lost out on revenue now, repeat business from them, the cross-selling opportunities, the referrals and word of mouth benefits. Plus, you lose the community presence and branding value which builds with marketing that appeals to the best clients and customers.

To clone your best clients/customers/accounts you need to be where they are, from first thoughts until they write a check, interacting with a message of competitive difference. Be where your perfect prospects are with a message of competitive difference sufficient to vault you to the top or don’t bother.

This book provides just 7 steps for a strategic direction that paves the highway to your business growth success. Kiss the marketing wheel of fortune good-bye.

Small improvements in multiple areas of marketing are within the reach of every small business.

When you select tactics within the framework of the right marketing strategy, you create a lollapalooza effect where multiple techniques layer and combine to strengthen each other. That will produce a sum of results far greater than each tactic working in silos.

With this book you will learn how to:
· Attract more ideal clients that pay your value and renew.
· Highlight points of differentiation from the competition.
· Identify the most profitable and consistent ways to attract new business.
· Choose and integrate various tactics to achieve a lollapalooza effect.
· Understand the cause and effect relationship of your choices.
· Confidently take action and stick with efforts that would work with focused execution.

Table of Contents

Part A:
Your Local Marketing Roadmap
Build a Strong Foundation Brick by Brick
1. Win More Local Clients: Out-Market Your Competitors
2. Two Things That 7X Your Odds of Success
3. Core Principles of Local Marketing Success
4. Your Marketing is Powerful when Aligned with _______
5. How to Leverage Money and Time for Maximum Response

Part B:
Which Road is Best?
Will You get Marketing Results within Budget
& On Time? Or Choose the Wrong Path?
6. Budgeting for Success: Feed Results, Starve Failure
7. Targeting Ideal Buyers...and the Above Average, Average, Passable and Abysmal
8. Messaging: How to Attract Ideal Buyers and Influence their Buy Decision
9. Choosing Media that Will Help, Not Hurt

Part C: Complete Your Business Growth Strategy
Place Your Bet: Wager on Probabilities, not Possibilities
10. Right Mix of Targets, Media, Message & Frequency
11. Placing Your Bets: Wagering and Betting Again
12. Reasonable Results: Response Rates, Revenue, Repeat Business, ROI
13. The 7 Steps to Local Marketing Success
14.

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