Cold Calling - The Value of An Appointment According to a "Pro" |
In at least one of my best-selling books, possibly in YOU CAN SELL ANYTHING BY TELEPHONE, I declared, "There is nothing as easy to do over the phone as setting an appointment." It's far harder, for instance, to actually open and to close a deal on a single call, which is the way I cut my teeth in selling for Time-Life Books. Getting people to reach for a charge card at the end of an outbound cold call that you initiated is a lot more challenging that asking for 15 minutes of someone's time. But if you chat with some so-called telemarketing "specialists," for-hire call centers that specialize in lead generation and appointment setting, they'd have you believe establishing a meeting is the power-lifting of dialing and smiling, says this top speaker, international consultant, and author of 12 books and the popular audio seminars, THE NEW TELEMARKETING and THE LAW OF LARGE NUMBERS.
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