Chapter One

Business Planning

Getting the appointment

I want you to make a good start and believe that you will love this book, so I will demonstrate that I knew nothing about a product but still got the appointment.

My sister joined a company and was trying to make appointments to see customers over the telephone. She couldn’t make one appointment. She was very new to selling and very frustrated. She gave me a list of ten companies she wanted to meet with. I got on the telephone and made nine appointments. The tenth company already had the product she was selling.

The list confirmed that all companies could use the product. It was a complete list with the name and phone number of the person with whom we needed to talk. That made it quick and easy. I called and told them who I was, where I was calling from, and, of course, the product I was selling. I told them very briefly the top reason that they needed the product. That was all. That took about twenty seconds. From there, I gave them two time and date options and asked which worked best for them. I did mention that if they didn’t like what I had, they could throw me out after ten minutes. Now, this works when you are selling yourself on getting a face-to-face appointment. I will cover more tips for the rest of us who are making sales on the telephone without doing the face-to-face.

Sometimes, the less you say the better.

We are always ready to help you

This book offers valuable insights and practical tips for overcoming fear and becoming successful at cold calling. Gain confidence, knowledge, and enjoy the process while increasing your income. Let’s get started!