The Prospecting Objective is Not to JUST Set the Appointment

in "The Art of Sales" Podcast, Prospecting

One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more.

And, that causes salespeople to miss opportunities, and waste time.

You’ll hear how and why, and a case study makeover of one rep’s former approach, and the modified, more effective strategy and tactics, which you can model too.

Listen Here

{ 1 comment… read it below or add one }

Jarod May 29, 2019 at 11:40 am

Agreed. I never agree to set appointments if I don’t get a ballpark price estimate. The callers needs some pricing info (and as much info as possible) to more effectively close.


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