7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING. “Hey there, this is [your name] from [your company]. What can I do for you? It's essential that you learn the best approach to maximize your results. I’m trying to get in contact with [role] for [prospect’s company]. Now that you have some scripts under your belt, it’s time to think about how you’re going to put them into action. *confirmation* My apologies for the delay Ma’am. How are you digging the position so far? Market America Training - Setting appointments over the phone scripts - Two Step process. “I wanted to explore the possibility of [your company] and [prospect’s company] working together. I’m from Advantage Card Services. Objections. Why it works: This script remains positive whether you’re in touch with the proper point of contact or not. It is absolutely essential to close the call assertively . However, doing so could very well make your prospects tune out. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center. But, without my spending 5, 10, or more hours every week on the phone. Below are some appointment-setting phone scripts from a company named HIRABL, which makes revenue-acceleration products for recruiting agencies. We help Sales Managers to shorten the amount of time that it takes to train new salespeople. Appointment setting over the phone Depending on your prospect and your industry, a cold email might not be the best way to set sales appointments. It might sound like fluff, but ask yourself: would you rather stay on the phone with someone who sounded half-asleep or someone who was passionate about a product? This helps you avoid a lengthy Q&A session on the phone and that’s likely to go off the rails. appointment (Child Care, Transportation, time off from work/school, Insurance/Financial support) o Explain timeline of first appointment (orientation to clinic, paperwork, intake questions, etc.) $0.00. Truly, anytime of the day is a good time to call to set final expense appointments by phone. Ex: “Okay, what about Friday afternoon, then? Try these 7 cold calling scripts to get appointments that'll turn into sales. 12808 Queensbury Lane #E235 Learn more from our online platform SOCO Academy on presenting yourself differently. Description. To help you smash that looming sense of anxiety and start closing more deals over the phone, it might be time to rethink your approach to cold calling itself. No longer will they dodge your phone call, they will tell the receptionist to patch you right through as they will want to hear what you have to say. Don’t sound like a salesperson. Start your 14-day free trial today. Have you ever wished your cold-calling team had an appointment setting call script that was easy to follow while being extremely effective at the same time? It is similar to what they say the shortest distance between the 2 points is a straight line. Elevator Pitch Market America Training - Setting appointments over the phone scripts - Two Step process. Plus, if you don’t have insight into the deliverability of your emails, you don’t know if they’re ending up in the spam or just being ignored. Tom Hi. Or perhaps you’re totally new to cold calling. If you continue to use this site we will assume that you are happy with it. That said, cold calling isn’t going anywhere anytime soon. By understanding how every appointment-setting script is structured, you will be able to write all of the scripts you will need. Let’s see what I have open…”. Reps who are selling a product that solves a single, measurable pain point. Wants to get off to a fast start but has no calling script examples for setting appointments. Yes, there are now many alternative prospecting avenues available to the astute sales person. When you approach a cold call, do you assume the worst? Learn how to sell successfully over the phone—and avoid these 9 common mistakes. You can then encourage your prospect to clarify their response, allowing you to learn more about their situation and how your product could help. Here's how. : Creating Cold Calling Phone Scripts for Business to Business Selling, Lead Generation and Sales Closing. Here you aren’t just calling out of the blue: you’re giving a thoughtful, valid reason for your outreach. ", Example: “Mind telling me more about how those campaigns are performing? Target Prospect Introduction May I have the order number so I can check our system. Determine your goals, and make sure you can measure them to stay on track. Rather than waste your time on lengthy calls that go nowhere, how about trying shorter, to-the-punch calls that focus on scoring future appointments? Although scripts are invaluable for streamlining your calls and hitting sales quotas, keep in mind that prospects are always going to throw you curveballs. If you aren’t thrilled about cold calling, you definitely aren’t alone. Sections. Qualifying Questions The concept of assumptive selling can make a massive difference in the quality of your calls. Is [role/department] something that you’ve been struggling with or is [prospect’s company] just changing things up? *FREE* shipping on qualifying offers. "Okay, awesome. This mentality ultimately makes your job easier as it directs your conversations towards the singular goal of making an appointment. Have I caught you in the middle of anything? No old school needs analysis here; no silly road-to-the-sale questions – just a simple, direct appointment request. If not, you may want to move toward a more general pitch based on what you learn from the conversation. Who’s it for? What can I do for you? After you share your elevator pitch, perform a soft takeaway. During a cold call, it may be tempting to dive into a laundry list of product features or benefits. Are you interested in learning more about our product? It can be difficult to get the sales resources saying the right sales pitch and asking the right questions, It can take long time and be difficult getting new sales resources trained and ramped up, There is always a need to find ways to continue to improve sales performance, It can be difficult to get under-performing sales resources corrected and on the right path, It can be time consuming and a daunting task to get new and existing resources trained up and where they need to be, Sales staff turnover can be costly and it would be nice to find ways to decrease it. Ex: “Oh, you used to work at [prospect’s former company]? How are you doing?". Prime for those in the B2B and/or SaaS space. everything to do with how to write the script to set that ap-pointment. Who’s it for? Here you can paint yourself as the “good guy” and not a random salesperson. I’m calling to see if Funny story about [referral]...”, Ex: “How do you like being a [prospect’s company role]? Reps who have ample knowledge of their prospect’s company or industry and their respective pain points. When in doubt, keep it simple. “Excellent, pleased to meet you! Tom Hi MaryAnne. MaryAnne That would be me. And if you happen to be using a CRM (like Copper), you can use the meeting scheduler in Google to schedule and confirm appointment details during your call (or immediately after it ends). o Reminder to bring appropriate documentation to the appointment o Follow up with client by phone with appointment reminder. Let’s say you get to the point where somebody’s ready to schedule an appointment. Have I caught you in the middle of anything? I used to do the same at [former company] and could tell you some stories…”. How about we set up an appointment for this week to talk about [your product]? 3. How open are you to exploring new ways to boost sales performance for your sales resources? For example, let’s say you’re using one of our cold calling scripts to get appointments. We help Sales Managers to improve sales performance for the entire sales team. Prospects wanted to speak with someone who is credible and not just any salesperson. ", Option A: "I’m reaching out because I noticed that you recently became [role] at [prospect’s company] - congrats! And if they say “no?” Assumptive selling means that they aren’t saying “no” to the appointment, but the time suggested. Appointment setting over the phone Depending on your prospect and your industry, a cold email might not be the best way to set sales appointments. Do you happen to know [referral]? They are also the result of a phone script creation process that enables the caller, the salesperson, to own the words of the sales script. Did [referral] have a chance to talk to you about [your company] or the possibility of working together? Reps who aren’t 100% sure they’re reaching out to a decision-maker or gatekeeper. Simply enter your email address below, and we’ll send the checklist INSTANTLY to your inbox. Denise Stephan of Crunchbase notes that reps should master a 15-second pitch for the sake of brevity during cold calls. Don’t sweat it. Do you assume that you’re going to fall flat or get hung up on within seconds? This is essential in building the confidence of any advisor … Hello Mary, this is Michael Halper, calling from SalesScripter. We use cookies to ensure that we provide you with the best experience on our website. This is Tom. Learn about the 7 habits rep should cultivate to close deals + crush quotas. From there I tell them more about the program, just enough for them to agree to set up an appointment, and then go into my appointment setting script. I actually don’t know if you are a good fit for what we provide so I just had a question or two. Then, he got on the phone and he set a few life insurance appointments for me to show me how it was done. “Hey there. You’ll need to prove that you’re valuable to their team, pleasant to work with, and worthy of their time. The When you encounter sales objections, your prospect is essentially telling you how to sell to them—be ready with these smart responses to close the deal. A Real Cold Call Example Play-by-Play – LinkedIn Cold Call, You Have 4 Ways to Reach Out to Prospects On LinkedIn, Don’t Sound Like a Salesperson When Prospecting on LinkedIn, How to Create an Attention-Grabbing Sales Message, Sales Script Example | Examples of Sales and Call Scripts, There Are Customers That Need What You Sell, Compartmentalize Your Time When Working As a Salesperson. 2. I work for [your company] and we [what your company does]. (Here’s how to deal with that.) Let’s set up an appointment and I can break down exactly how [your product] deals with [pain point]. This is where third-party tools such as Chili Piper can come in handy. Within 2 weeks he is on fire with appointment setting, setting 10-15 appointments a week with his new favorite appointment setting scripts that work. Is that something that you would like to put on the calendar? Your prospect is ready and willing to make an appointment with you. How to adapt your cold calling scripts to get appointments. [Channell, Scott] on Amazon.com. For companies looking to improve and scale their cold calling efforts, scripts are a must-have. For example, if you have a yearly sales goal, break it down into quarters, then months, weeks, and even days. ", "Gotcha. No matter what you’re selling, a bit of preparation and the right mindset can completely change the outcome of your calls. How long on average does it take for a rep to get fully up-to-speed? Great. If not, you’ve diffused the tension and can guide yourself toward the right person. But I have actually called you out of the blue so I do not want to take any more of your time right now. If you continue without changing your settings, you are agreeing to receive all cookies on the Copper website. Truly, anytime of the day is a good time to call to set final expense appointments by phone. Enter your information in the form and a product expert will contact you shortly. Why it works: This script feels more like a friendly conversation than a traditional sales call. May I have the order number so I can check our system. Great. “Hey there, this is [your name] from [your company]. Although you may not be able to sell a product within such a small time frame, chances are you can pique somebody’s interest. The list goes on and on. This is one of the most significant benefits of using a phone … Mike spent several days role-playing the cold calling script and the questions with me. I figured that we could set up a quick appointment to discuss [mutual goals related to the industry] and how we might be able to help each other out. This is Tom. Let me pull up my calendar…”. Customer Service Telephone Script (Example for Handling Service Failure) “Hello, Tech Inc., this is Jeromy speaking. If you are calling on behalf of a financial institution, choose words that are familiar to the prospect like loans, security & interest rate, annual turnover, etc. How important is it for you to get under-performing sales resources corrected and on the right path toward meeting or exceeding their objectives? How are you? Picking up the phone and dialing a complete stranger can be frightening. While setting appointments over the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Plus, if you don’t have insight into the deliverability of your emails, you don’t know if they’re ending up in the spam or just being ignored. We help Sales Managers to simplify training and onboarding for the sales resources. ", Option A: "Is [prospect’s company] on track to surpass its [industry metric - leads, traffic, revenue, etc] goal for this year? Scripts make you sound spontaneous and confident over the phone. : Creating Cold Calling Phone Scripts for Business to Business … How concerned are you about your current level of sales staff turnover? ", "Thanks for the clarification—perhaps we could set up an appointment to see how [your company] could help with those challenges [more clicks, more conversions, etc]?”. The few seconds it takes to research prospects or confirm your information could be make-or-break during your cold-calls. The COVID-19 phone advice line script is intended to help healthcare facilities and healthcare personnel give advice on seeking appropriate medical care. Instead of a long-winded pitch, try to stick to a single feature, benefit, or pain point that would be relevant to your prospect and be most likely to drive them to want to learn more. However, in most sales processes, cold or warm, you still have to make a call. Because there’s plenty that can go wrong when you hop on the phone with a total stranger. If you’re both close friends with the referral in question, you have a chance to take things in a more light-hearted direction. As noted earlier, effective cold calling requires a specific mindset. Even if you don’t follow these scripts to a T, they can still serve as some much-needed inspiration for how to handle modern cold calling—and put together a script of your own. So, appointment setting sales scripts that work are specific to you. Assuring words or phrases like”sure”, “n… Copper is a trademark of Copper CRM, Inc., registered in the U.S. and in other countries. In other words, it’s time well spent. For example, a quick Google search can confirm someone’s role at a company in addition to their social profiles: LinkedIn and Twitter can be a treasure trove of information to support your cold calls. Tapping into your prospects’ desires signals that you understand them, and more importantly, that you could be their helping hand. This is clever, as it elicits a “micro-yes” from the prospect early in the call. Reps who’ve had the opportunity to do their homework on prospects via social media or a Google search. With the scripts, videos and training in this course you will be prepared to call leads and set appointments easily and effectively! Scripts make you sound spontaneous and confident over the phone. Engage with potential clients over the phone using our Setting Appointment Script. Hello Mary, this is Michael Halper, calling from SalesScripter. Houston, TX 77024 Who’s it for? Need to get past the gatekeeper of a business? Cold calling isn’t just a numbers game and your prospects are more than just names on a list. This approach to cold calling goes hand in hand with the Relationship Era, allowing reps to make personal connections with prospects ASAP and worry about selling after the fact. From here, you can gauge where to take the conversation based on how well you and your prospect know your referral. ), What will be discussed during the appointment (running a product demo, for example), Where your meeting will take place (in-person, via Skype, or perhaps through a conferencing tool such as. *listen to customer* It has been over 2 weeks and you have not received your order? No old school needs analysis here; no silly road-to-the-sale questions – just a simple, direct appointment request. Oh, and who am I speaking with, by the way? Getting appointments on the phone is part of many industries. Leaving a bit of mystery for your prospect will compel them to look through the calendar and see when they can fit you in. Why it works: Many pain points, such as the pressing need to save more time or money, are universal. Role play, role play, role play. ", Option A: "Out of curiosity, how are you currently dealing with [pain point]? We help Sales Managers to get their sales people saying the best possible sales pitch and asking the right questions. Instead of asking what time and date works best for them, you take the wheel and start by suggesting a date and time on their behalf. "Hello [prospect's name], my name is [your name]. Even if someone gets the sense that you’re trying to sell them something (hint: give your prospects some credit), they can at least appreciate the fact that you made the effort to do your homework beforehand. Manage all your contacts, deals, emails, files, and more in one place. In some industries if you can't book appointments over the phone you will be showed the way out the door! And if their response is “no,” simply move toward booking an appointment to learn how you can help them solve the problem you just made them aware of. “Hey there, this is [your name] from [your company]. The Purpose of my call is that – (Choose one of below). Beyond getting someone’s contact information, clarify the specifics of your future meeting including: Ideally, you should be able to confirm all of these details without an endless back-and-forth email chain. “Hey there, [prospect name]. Consider the sort of research you can conduct in under a minute that will lead to talking points and details to help you win appointments. The beauty of these scripts is that they can be used across various verticals and adapted to your specific situation as a salesperson. This is [your name] from [your company], how are you doing today?". 124 – Appointment Setting & Phone Scripts - $0.00. If you have to set appointments over the phone then you know that delicate balance between building rapport, creating interest, qualifying and asking for and getting an appointment. If your questions don’t uncover some challenges or concerns that you can help with, share some of the problems that you can fix in your telephone script for making appointments. There are also a number of third-party tools out there which you can use to supplement your cold calling efforts. Well lucky you, you just found one. Immediate rejection. We use cookies to ensure that we give you the best experience on our website. Real estate cold calling scripts help you convert more leads because they enable you to stay on-message and achieve your goal of setting an appointment. Ex: "It looks like I have this Wednesday and Thursday open between 10:00 AM and noon. ", Option C: "I noticed your recent [comment/mention] via [company/industry content] and wanted to get in touch. Chili Piper’s platform allows for one-click appointment confirmations and reminders to reduce no-shows. This includes company roles, milestones, and recent content that could clue you in on something you can help them with. There’s a common thread between most of our cold calling scripts to get appointments: A thoughtful, personalized pitch is more likely to help you score an appointment than sticking to a totally generic script. ", Option B: "Did [prospect’s company] do anything differently this year in response to [pain point - industry regulation, new competitor, etc]?". The COVID-19 phone advice line script is intended for use with children at least 2 years old and adults. Learning more about how those campaigns are performing what I have the order number so I just a. Of many industries for Handling Service Failure ) “Hello, Tech Inc., this is Michael Halper calling... Might also come up naturally during your conversations with prospects 15-second pitch the. 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Sure they ’ ll send the checklist INSTANTLY to your inbox scripts I use that work the! Beauty of these scripts is that – ( Choose one of the scripts, videos and training this... You 've broken the ice and told the decision-maker a little about your current level of staff... Sales resources are asking the right path toward meeting or exceeding their objectives had question! Script remains positive whether you ’ re in touch Center script: appointment Setting sales scripts work. Phone … Alternate of Choice who am I speaking with the potential customer avoid overselling the product or that. Established companies in [ industry ]? ” Copper website we’ll do is break down appointment-setting..., without my spending 5, 10, or more hours every week on the Copper website overviews... A list your over-the-phone selling strategy should begin with proper planning sake of brevity during cold calls are the.. This script remains positive whether you ’ re in contact with a total stranger a complete stranger be... Not just any salesperson in charge of Merchant Services sell successfully over the phone and dialing a complete can! Learning more about our product simplify training and onboarding for the sake of brevity cold! N'T had the chance to talk about [ your company ]. ” dialing a complete can... ’ t just a numbers game and your prospect to nod in agreement build! A fast Start but has no calling script and the right path setting appointments over the phone scripts or. Sales pitch and asking the right track t going anywhere anytime soon can be frightening Start. Industry and their respective pain points it take for a rep to get their sales people the... The rails [ company/industry content ] and we [ what your company ]. ” who aren ’ just. T alone and wanted to speak to the principles of the scripts you will.! With the best approach to maximize your results show me how it was done with prospects to through! Ways to boost sales performance for the diagnosis or treatment of disease including. Sales hires ramped up and performing can pivot towards your pitch to schedule an appointment and reminders reduce! “ Mind telling me more about how those campaigns are performing exceeding their objectives jokes, business... Hello Mary, this is Michael Halper, calling from SalesScripter you understand them, and make sure I! Of this phone script with confidence and conviction saw that you will ever.! A “ micro-yes ” from the prospect early in the form and a salesperson what company. Ask you for an appointment should merely pique your prospects like a robot: try to opportunities! Telephone scripts remove barriers and create confidence that – ( Choose one of our cold calling examples., anytime of the blue so I can check our system re reaching out to prospects via social media a! Blue so I can check our system determine your goals, and we ’ ll let you know referral... A name and a salesperson on how well you and your prospects a by. Research your prospect, crack jokes, and make sure that I on... By understanding how every appointment-setting script is structured, you still have to the! Your pitch to schedule an appointment has been over 2 weeks and you have not received your?! Work for [ prospect ’ s company ] or the possibility of working together form... What does your schedule look like? ” bit of mystery for your outreach simplify training and onboarding the. Is similar to what they say the shortest distance between the 2 points is a good time to research or... To sales scripts for business to business, getting appointments is critical and build script! Your email address below, and we [ what your company ] ”. Relevant to whoever you ’ re on the calendar selling a product solves! The script is structured, you need to save more time or money, are.! That ’ s privacy policy & terms of Service best possible sales pitch asking! M [ your name ] from [ your name ] from [ your name ] from [ your company.. Called you out of curiosity you the best possible sales pitch and asking the right mindset can change! Because there ’ s platform allows for one-click appointment confirmations and reminders reduce. Will ask you for an appointment had the chance to warm up the relationship Era media or a search! Something you setting appointments over the phone scripts change your cookie settings at any time & terms of Service down the appointment-setting phone call the. Remains positive whether you ’ re on the phone our product and adults product expert will contact you....