Scott Channell - SELL THE MEETING Set Discovery Calls & Sales Appointments To Close New Accounts: A Lead Generation Process With Phone Script Samples For B2B Appointment Setting & Cold Calling

Part One
Before You Even Think Of Calling

Part Two
Setting Up Your System

Part Three
Messaging And Phone Script Paths

Part Four
A Day In The Life Of An Appointment Setter

Part Five
Beyond The Call

Set 3,022 meetings

Our CEO announced a goal to become a national player in the managed service space within banking, healthcare, and manufacturing. We had a great solution set and best-of-breed engineers who could deliver. Like many companies, however, we hadnt yet cracked the code on how to get our consultants in front of enough decision-makers. I was the inside sales manager of a newly hired team and had no idea how to obtain these meetings. Fortunately, I read Scotts first book, Setting Sales Appointments and in December 2009 started religiously leveraging the system outlined in those pages. By September 2013 we had set 3022 meetings, 85% of which were with C-level decision-makers. We also saw less than a 13% cancellation rate. AMAZING! Those stellar results and the substantial business that followed happened because we stayed true to the process, made adjustments along the way, and a lot of hard work. This process helped us overcome hurdles such as efficiently identifying decision-makers, getting past gatekeepers, and turning Call me back responses into meetings. With this book, you will avoid some very costly mistakes. It is an expansion and update of the strategies that worked so well for us. I highly recommend this book to anyone engaged in a high-ticket complex multi-step sales process. No matter how good you are, you are not going to make a sale if you cant sell the first meeting.

-MORGAN CHAPMAN

Essential for the salesperson in todays market

I am happy to write this, my third recommendation for Scotts effective and motivating books. All salespeople go through downturns in their business, and all suffer from the negativity that is brought to the table, sometimes by the very person we are selling to. Scott teaches how to overcome those stages and prosper. The hard copy can be marked and used over and over again. All said this is the one book that I would consider an essential for the salesperson in todays market, no matter what you sell.

-STEPHEN SCHIFFMAN, AUTHOR OF 53 BOOKS
ON SALES AND SELLING TECHNIQUES

We noticed closing rates increase an average of 16 34%

Scott Channell's sales strategies have been instrumental in building my career. His no-nonsense approach to script writing and making the most of every touch has been duplicable and easy to train. While working with my sales team, we noticed closing rates increase an average of 16 4%. Those who applied Scott's approach were making appointments and closing sales. Scott knocks it out of the park with this book. He is masterful in handling questions and getting the appointment. You can feel the authenticity of Scott and the sincerity in his words. Its obvious that Scott has done this work. My team and I have tested his techniques and they work!!
Of all the sales books I have read, this is the best!

-EVIE DiPIAZZA, VP BUSINESS DEVELOPMENT, LANTZ TECHNOLOGIES GROUP, FORMER VP BUSINESS DEVELOPMENT, IPEC COACHING

Helped us grow at +20% in an industry that is flat

Inside sales have always been the thorn in the side of our businessuntil we worked with Scott Channell! Scotts book and his consulting advice allowed us to create a system that works! Now we have a top notch A+ inside sales division of our company, and that has helped us grow at +20% in an industry that is flat. Scotts system WORKS!

As an added benefit, we have found that it is easier to attract and keep inside salespeople when they are working in a proven system. Good people know this.

If you want to dramatically outgrow the competition, read the book and implement the Scott Channell program. Itll be the best investment you have ever made for your business.

-DOMINIC GENTILE, CEO

Grown from three hundred customers to over nine hundred

I would highly recommend your methodology to any company that has an inside sales function. Before adopting your processes and training materials nine years ago, our inside sales function felt like they were trapped in the endless cycle of trying to find that needle in the haystack. Lots of frustration. We now have a consistent process to continuously identify high-value leads (the customers that we really want) and a trackable touch system that is effective in persuading potential customers to give us a face to face meeting. The results speak for themselves. We have grown from three hundred customers to over nine hundred.

-DAVID T. BURNS, PRESIDENT OF SALES

Our appointments skyrocketed, and it helped lead us to national recognition within our organization

After years 10+ years of business to business sales and sales management, I knew something had to change. I was living the definition of insanity with my appointment setting team. I got tired of beating my head against the wall and decided to think outside of the box for a solution, not just another bandaid! I hit the internet one night and found Scott Channell. I was peaked with curiosity as I read the Amazon description of his first book Setting Sales Appointments, so I ordered it thinking I had nothing to lose.

Much to my delight upon reading the book, I found myself intrigued by Scotts No Nonsense No BS approach and although I initially disagreed with some of his methods, I was forced to look in the mirror and say, What do I have to lose?"!

I used Scotts formulas and examples to sculpt killer custom crafted scripts just for my team, utilizing my companies strengths and differentiators.

CONFESSIONS OF A SOUTHERN GIRL: I was convinced that "sales are different in the south," so I was a little (or a LOT) skeptical about a few of Scott's ideas, but I'm now a believer! I had to be willing to humble myself a little to either prove myself right or wrong and let me say ... I've never been so happy to be wrong. Feeling right doesn't pay the bills; success does!

By consistently applying Scott's methods and dedicating myself to rebuilding my inside sales/ appointment setting program around this system, our appointments skyrocketed, and it helped lead us to national recognition within our organization.

This book Sell The Meeting is an updated and expanded version of his first book which helped my team so much. I highly recommend it.

-SUNDAE SISCO JOHNSON, VP SALES

Taught me his 3 Cycles of 3 call process and the importance of ear candy

Using the strategies in this book, I learned the importance of a script to deliver my message like a crystal clear radio advertisementno more rambling or being caught off guard by objections. Instead of getting bogged down and demoralized by being persistent, I learned about diminishing returns." Scott taught me his 3 Cycles of 3 call process and the importance of ear candy to showcase my offering. Prospects are bombarded with sales calls making it easy for ours to get lost in the shuffle. Dusting yourself off and getting back on the phone is a fraction of what is required to succeed; leveraging Scotts insights from booking meetings with more than 2,000 C-Suite Executives is the balance. It is the X Factor that will propel you to stand out and shine.

-SEAN FISET, VICE PRESIDENT, DEVENCORE,
COMMERCIAL REAL ESTATE INDUSTRY

Whether you're getting on the phone or your team is getting on the phone, get this book

I hadn't been this scared since I was in a foxhole watching machine guns shoot at enemy aircraft. No, I wasn't in combat. At least not the death-and-destruction kind.

This was the combat of business. And my enemy was the telephone. Anyone not trying to sell you on the latest social media scam will tell you that the telephone is the single greatest weapon in the War of Business. And anyone who's said "will that be Visa, Master Card, or AMEX" on the phone knows the fear that can get the best of the strongest of people. For me, staring at that phone was like staring down the business end of an AK-47. I could either fight through or get some help. I'm no dummy - so I got help.