Getting invited back for a second interaction with potential prospects and customers is getting harder and harder. "Send me the figures." "Submit your proposal." "Call me in three months." Every salesperson hears these excuses from customers every day. What's really being said is: "You haven't given me a good enough reason to spend any more time with you." In this new world economy, where the person with the most unique and memorable selling proposition wins, the key to a sale is getting back in the second time. In Getting the Second Appointment, Anthony Parinello-sales guru and trainer to over one million salespeople-presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. What matters most, he shows, is value-and the salesperson's ability to articulate it clearly to a would-be customer. Sporting the practical, feet-in-the-street style that his followers love, this multiple-part book conveys Parinello's proven, down-to-earth tactics, the how-to's of getting the second appointment, and the secret of performing Parinello's powerful "two-call close."

Anthony Parinello (San Diego, CA) is an award-winning salesman and an expert on selling to top decision-makers. He is the author of the bestselling book and audiotape program Selling to VITO, the Very Important Top Officer, which has sold more than 400,000 copies.

Synopsis
In this book, Anthony Parinello, sales guru and trainer to over one million salespeople, presents tried and true techniques for getting invited back for a second interaction with potential prospects and customers. This three part book uses the sort of practical feet in the street style that Parinello's followers love to teach salespeople the down to earth how to's of getting the second appointment and performing Parinello's proven two call close.

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• Business, Finance & Law > Management > Call Centre Management
• Business, Finance & Law > Sales & Marketing > Sales Techniques

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