A key tactic for your script for appointment setting is to share some examples of the problems that you help to fix. A good time to do this is after you ask some of your pre-qualifying questions.
If you ask some of your questions and you don’t get any answers that give you a reason to close for an appointment, you can then share some examples of common problems that you help to fix as another attempt to try to find a reason to meet.
A way to deliver this in your is to say something like:
Well, it sounds like you guys are doing pretty good over there. But a lot of [insert buyer persona type (CFOs, manufacturers, small businesses, etc.)] that we talk with often have challenges with [pain point 1], [pain point 2], and [pain point 3]. You all do not have any of those concerns?
At this point, you are getting straight to the point to see if the prospect has the problems that your products and services can help with. Before reaching this point in the call, you tried to be a little less direct by asking some questions and when those did not lead to uncovering any pain on the prospect’s side, you can then use this as somewhat of a last resort attempt to keep the conversation going and possibly find a reason to meet.
This is somewhat of a last-resort tactic for a couple of reasons. First, it is a much more direct than your pre-qualifying question so starting out with a few questions in your script for the appointment setting is a softer, more consultative approach so it might be better to use this tactic after you have tried other methods. The other reason is that this is more of a closed-ended question giving the prospect more of a “Yes” or “No” option for how to respond.
If your prospect responds with some sort of positive response that there is a hint of pain or is uncertain if there is or not, you can then try to close for the appointment.
If your prospect confirms that they do not have any of the problems that you shared with them, you could potentially wrap the call up and move on. This becomes your walkaway point and the logic here is that if the prospect does not have pain, it does not make sense for you to spend your valuable time with them.
If you don’t uncover any pain and you don’t want to give up, you can still try to advance with your script for appointment setting and go for the close attempt anyways. You will just be heading toward a close attempt with less of a reason for the prospect to meet with you (and less of a reason for you to invest more of your valuable time).
If you do end up scheduling an appointment with a prospect that does not appear to have the pain that you can help with, you should proceed with caution as these are the prospects where you can get productive conversations going but that stall out when it is time to purchase because there is not enough of a justification to spend money (no pain). This path can lead to wasted time and effort and this is why the walkaway direction can be advantageous for your script for appointment setting if there is no pain identified.