Master the Art of Appointment Making and Master the Art of Selling
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what would make you want to meet with you?
The quality of the first step is critical to your ability to get the appointment. Experience over three decades with thousands of sales under our belts has taught us that the best first step breaks down like this:
Call to find out who the appropriate financial and operation decision-makers may be (could be the same person, depending upon the size of the company)
If your call is intercepted by a gatekeeper, find out what the gatekeeper’s role is with the company and get a reading on that person’s role, personality, and relationship to the appropriate decision-maker
Unless you’re Denzel Washington or Julia Roberts, don’t use a script. People will see right through you. Remember, nobody wants to waste time with some poor yokel who can’t even speak for
