Blogs & Articles

Introduction

In this series, we will be looking at appointment setting skills.

What We Will Cover In This Series

We will cover the following subjects in this series of blog posts:

So, What Exactly Is This Appointment Setting Thing, Anyway?

Appointment setting is where sales people within a business contact leads, ask them prequalifying questions (which are questions used to determine whether or not the lead can benefit from the business’s products and/or services) and get them to book appointments with representatives to talk about the business’s products and/or services. At the scheduled appointment, the sales representative will finalise the deal with a sales pitch.

Skill 1: Agenda

In ‘Skill 1: Agenda’, we will be covering the following subjects:

• Part 1: Timetable
• Part 2: Resources
• Part 3: Writing Out the Timeline
• Part 4: Implementing the Timeline
• Part 5: Timezone Boundaries

Part 1: Timetable

In the first part of the series (‘Part 1: Timetable’), we will be covering timetables, which are used to boost production during a business’s project.

Part 2: Writing Out the Timeline

In the second part of the series (‘Part 2: Writing Out the Timeline’), we will be covering writing out the timeline.

Part 3: Implementing the Timeline

In the third part of the series (‘Part 3: Implementing the Timeline’), we will be covering implementing the timeline.

Part 4: Timezone Boundaries

In the fourth part of the series (‘Part 4: Timezone Boundaries’), we will be covering timezone boundaries.

Part 5: Resources

In the fifth part of the series (‘Part 5: Resources’), we will be covering project resources.

Skill 2: Knows How To Qualify B2B Prospects

In the sixth part of the series (‘Skill 2: Knows How To Qualify B2B Prospects’), we will be covering how to use lead qualification frameworks.

Skill 3: Is a Good Listener and Build Rapport

In ‘Skill 3: Is a Good Listener and Build Rapport’, we will be covering the following subjects:

• Part 1: Active Listening
• Part 2: Conversation Continued

Part 1: Active Listening

In the seventh part of the series (‘Part 1: Active Listening’), we will be covering active listening.

Part 2: Conversation Continued

In the eighth part of the series (‘Part 2: Conversation Continued’), we will be covering the remainder of ‘Skill 3’.

Skill 4: Handles Sales Objections and Rejections

In the ninth part of the series (‘Skill 4: Handles Sales Objections and Rejections’), we will be covering how to handle business to business (also known by the abbreviation ‘B2B’) sales objections. B2B sales objections are situations where a lead won’t buy the business’s service/product.

Skill 5: Reminders and Follow-Ups

In the tenth part of the series (‘Skill 5: Reminders and Follow-Ups’), we will be covering reminders and follow-ups.

Skill 6: Good Pitch

In the eleventh part of the series (‘Skill 6: Good Pitch’), we will be covering creating a pitch deck.

Further Reading

In the final part of the series (‘Further Reading’), we will be covering all of the articles used in the researching and writing of this series.