- 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)
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
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Top Customer Reviews
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.Read more ›
Most Helpful Customer Reviews on Amazon.com (beta) (May include reviews from Early Reviewer Rewards Program)
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.
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.....
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.
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.