Here are some tips for how to have the best appointment setting scripts.
Focus on the right goal.
Whether you are talking to a prospect on a cold call or you are in a meeting, the goal of trying to sell the product and close the sale is always at the front of your mind. Although, if you want to have the best appointment setting scripts, you need to focus on a goal that is before that and that is the goal of simply setting the appointment.
Don’t sound like a salesperson trying to sell something.
Your prospects get a lot of cold calls from salespeople and this will make them a bit guarded when they answer the phone. Everything you say and do will either increase or decrease their level of guardedness.
One way to avoid triggering more guardedness is to try to avoid sounding like a salesperson trying to sell something. To provide clarity on how to do that, keep in mind that what most salespeople do is talk a lot about their products and services. If you try to just hold back in this one area and minimize, how much you talk about your company and products, this will immediately decrease how much you look like a salesperson trying to sell something.
Don’t do all of the talking.
One way to create the best appointment setting scripts is to design your pitch so that you don’t do all of the talking. If you can get the prospect talking during the call, this can make the conversation more engaging and can help you with the last tip of not sounding like a salesperson trying to sell something.
Have a good list of questions to ask.
One way to get the prospect more engaged and talking is to ask questions. Questions not only help you to get the prospect talking and establish a more engaging and balanced conversation, but they will also help you to uncover more information about the prospect.
But to have the best appointment setting scripts, it is not just about asking any questions. You will want to ask good probing sales questions. One way to come up with a good list of questions is to look at the pain points that you help to fix and develop a question or two for each pain point.
Have responses prepared for sales objections that you can anticipate.
When cold calling to set appointments, you are guaranteed to face sales objections. Whether it is the standard “I am not interested” or objections that are more specific to what you sell, there are situations that you can anticipate where prospects will try to stop the call or give a reason for not agreeing to meet.
You can immediately improve your results by simply making a list of the objections that you can anticipate and then composing some responses that can help you to get around the objections. Designing the best appointment setting scripts can benefit from taking this step of identifying objections and objection responses.