In this series, we will be looking at appointment setting skills.
We will cover the following subjects in this series of blog posts:
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.
In ‘Skill 1: Agenda’, we will be covering the following subjects:
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.
In the second part of the series (‘Part 2: Writing Out the Timeline’), we will be covering writing out the timeline.
In the third part of the series (‘Part 3: Implementing the Timeline’), we will be covering implementing the timeline.
In the fourth part of the series (‘Part 4: Timezone Boundaries’), we will be covering timezone boundaries.
In the fifth part of the series (‘Part 5: Resources’), we will be covering project resources.
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.
In ‘Skill 3: Is a Good Listener and Build Rapport’, we will be covering the following subjects:
In the seventh part of the series (‘Part 1: Active Listening’), we will be covering active listening.
In the eighth part of the series (‘Part 2: Conversation Continued’), we will be covering the remainder of ‘Skill 3’.
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.
In the tenth part of the series (‘Skill 5: Reminders and Follow-Ups’), we will be covering reminders and follow-ups.
In the eleventh part of the series (‘Skill 6: Good Pitch’), we will be covering creating a pitch deck.
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.