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7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING.: Creating Cold Calling Phone Scripts for Business to Business Selling, Lead Generation and Sales Closing. A Primer for Appointment Setters. Paperback – 17 Oct 2013

4.0 out of 5 stars 2 customer reviews

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Frequently bought together

  • 7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING.: Creating Cold Calling Phone Scripts for Business to Business Selling, Lead Generation and Sales Closing. A Primer for Appointment Setters.
  • +
  • Cold Calling Techniques (That Really Work!)
  • +
  • Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Total price: £33.00
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Product details

  • Paperback: 158 pages
  • Publisher: New Mark Press (17 Oct. 2013)
  • Language: English
  • ISBN-10: 0976524198
  • ISBN-13: 978-0976524199
  • Product Dimensions: 14 x 0.9 x 21.6 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 185,261 in Books (See Top 100 in Books)
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Top Customer Reviews

Format: Paperback Verified Purchase
I enjoyed this book and for £3.50 on Kindle I can’t complain. I’m a complete beginner to sales and soon I need to start approaching small companies to try and sell my digital products. I found this book very helpful in getting me ready for this task. Scott prepares you well with what to say when cold calling and he helps you with what to say to probable rejection. You will have to prep your own scripts but he provides you with ample scripts and dialogue that you can tweak to fit your agenda.

I really hate cold calling people but after reading this book in full I do feel much more confident. I haven’t tried it yet but my fear has already greatly diminished. For me, that's £3.50 well spent already. I’m going to have to call random people anyway but at least now I feel much better prepared.

A couple of minor quibbles. The book’s geared more towards high end sales, it would be nice if in a future reprint he could offer advice for smaller people like myself as well. The solo entrepreneur etc.

It’s 2016, and many more people now email rather than call. For example, I never use my phone anymore. I always email, text or whatsapp people.This doesn’t get discussed in the book it’s all about calling. I did a quick Google search and there seems to be a divide in what’s better. 50% seem to think cold email is better where as 50% think cold calling is better. It maybe that now you could cold call to get the right contact details first and then follow up with an email? I honestly don’t know so it would be nice to get Scott's view on this. I will probably try both approaches and just see what happens?

A minor thing is that at the end of each chapter he keeps referring you to his website where there’s more free material for you.
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Format: Paperback Verified Purchase
Great book that has really helped me to understand sales scripts
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Most Helpful Customer Reviews on Amazon.com (beta) (May include reviews from Early Reviewer Rewards Program)

Amazon.com: 4.5 out of 5 stars 40 reviews
7 of 7 people found the following review helpful
4.0 out of 5 stars The book gave me inspiration and new insights 7 May 2014
By J. - Published on Amazon.com
Format: Kindle Edition Verified Purchase
So, i'm a salesdirector and I like to think I am pretty good at doing sales. That's when I am with the customer. The big issue for me is to get at the table with the customer. So, I need to become friends with my phone. The good thing about this book is this: it is very straight forward and does not leave any room for discussion: you need to call, call, call. Don't waste time on to much research for the first step in your salescycle. You are not selling your product there, you try to get an appointment. I used his script to identify the maker today for the first time. I called for one hour, got 15 names, including email. 3 companies didn't want to share their CMO's name (how can a company like that exist?) so I used Linkedin for that. I got no direct phone numbers although I used the scripts way of asking it. But as it was the case with all 15 companies, it wasn't the script that was wrong, it is how things go with these kind of customers. Anyways, I am happy with the book. Thanks Scott!
8 of 8 people found the following review helpful
5.0 out of 5 stars Scott Channell gets it! 16 Dec. 2013
By Sr. Sales Trainer - Published on Amazon.com
Format: Paperback Verified Purchase
Have you ever tried to create sales scipts for your sales team? No matter what you do, it's never the right word choice for everyone. If you create 5 phone scripts, they want a 6th. If you created 100, they'd want 101. Scott knows this.

Scott doesn't give you the magic bullet phone script. Instead, he gives you a step by step process to create a winning script that fits you! It doesn't matter what industry you're in because he's proved this system works across all industries. It doesn't matter if you are cold calling or calling warm leads, his system works for that too.

This book is great for anyone who makes calls for a living or develops scripts for those that do. I happen to be the latter and will be replacing our phone script system at our 150 year old, Fortune 250 company, with a system developed based on this book for our 3600+ sales force.
16 of 17 people found the following review helpful
5.0 out of 5 stars One of the best sales books I've ever read 20 April 2013
By Luke Avedon - Published on Amazon.com
Format: Kindle Edition Verified Purchase
Buy this book. There is much more content in here then you get in most of those expensive "kits" sold by big time sales gurus.

I almost didn't buy this: at first I thought Scott was another, pit-polishing-turn-every-lead-around-and-close-every-sale-macho-prospector. Boy was I wrong. Scott's methods are infinitely more intelligent than 90% of the books out there and 100% more intelligent than what I see all companies doing in the calls I receive. Everything in this book more carefully thought through than open heart surgery and is obviously battle tested.

My all time favorite sales book still is the original Bill Good's "Prospecting Your Way to Sales Success". This book is now #2 which is a high compliment. It gave me a ton of ideas of what I'm doing wrong and can improve. I will also be taking a much more skeptical look at some of the things I say just out of habit and comfort.

I would ramble on more but I am off to read it again.....
3 of 3 people found the following review helpful
5.0 out of 5 stars First Rate Cold Calling Advice From A Real Cold Caller 27 Jan. 2014
By Claude Whitacre author - Published on Amazon.com
Format: Kindle Edition Verified Purchase
As an author of books on sales prospecting and closing, I read everything I can get my hands on, with regard to cold calling.

Scott Channell knocked it out of the park with this book. All the scripts you would ever need are included.
And he has masterful ways to handle questions and objections to getting a sales appointment.

If you are setting appointments on the phone so that you can make sales presentations, this is the best book I've read, for that specific purpose.

It's obvious that the author really made a couple of thousand appointments on his own. And the techniques are well tested, and they work. I'm already an expert, and I picked up several tips out of the book.

i highly recommend it.
5.0 out of 5 stars The best book I've found for writing sales scripts 4 Jun. 2017
By Steve W Davis - Published on Amazon.com
Format: Kindle Edition Verified Purchase
This book contains great ways to get appointments with buyers and close them. I am hesitant to say the words cold calling. I am even more hesitant to try it, but after reading Scott's book, I feel much more confidant trying the methods he describes in the book.

I recommend this book to every business owner, every sales person, and every sales manager. Try the methods he has in this book and it will transform your sales results.
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