Appointment Setting
Create customised scripts 

Use a Proven Process to
Fill Your Sales Diary

Create appointment setting call scripts and fill your sales diary with qualified potential sales opportunities. Learn a sales appointment call training process that's already proven by the appointment setting teams I've managed and trained. 

A proven process...

I'm Stephen Craine, I've trained corporate sales teams for over 25 years and now I offer you access to that proven training. 

In this section you'll discover a 4 stage process for making confident cold calls that give you great results. It's the easiest and quickest way to create your own sales appointment calls in your own words, customised for your products and services, marketplace, and prospects. 

Browse the pages and follow the links to sales training on each of the 4 stages. See a full professional course on making sales appointments, a mini-course on the stages and steps of the process, and a free eBook as an introduction to the training that you can try out. 

Start your appointment setting training with an overview of the call stages...

The 4 Stages of an Effective
Appointment Setting Call

To make the script creation process simple, your call is split into 4 stages with each stage having smaller steps. 

The steps form a path from the first words of the introduction through to gaining agreement to the appointment. 

You will know where you are and what to say at every step of the call, leaving you free to talk confidently with the prospect, 

The stages and steps also make it easy to constantly assess and improve your appointment setting calls.

Let's start creating the first stage of the call - The Introduction...

Stage 1. The Sales Appointment Introduction Stage

Start your sales appointment call with an introduction of you and your products and business that grabs the buyer's interests.

Include benefits that could be beneficial to the prospect, make the benefits wide and general as you may not have specific information yet. 

Then add the most important line of any appointment setting call: The reason why you are calling. This includes the potential benefits they could gain. Get this line right and the  prospect will listen to you. 

To see how to create the steps of this stage of the call visit: Sales Appointment Introduction Stage 

Stage 2. Motivate Your Prospect to Answer Questions  

Stage 2 of the appointment setting call. This is where you use the Motivator to move the prospect forward to the next step: The Questioning Stage.

To move from the Introduction Stage to the Questioning Stage is big step and prospects often need motivating to take it. If you leap straight from your introduction to asking questions the prospect realises they will have to respond, and probably then make a decision. That's when you get resistance, objections, and excuses to avoid moving forward. 

Give the prospect a reason to move forward...

By adding this unique motivating technique to the stages of your call you give the prospect a reason to move to stage 3. You're saying to them: So that I can see if you could gain the benefit of ...stated in the Introduction Stage...  I need to ask a few questions. 

Create your own motivator line, in your own words, and specific to your prospects, visit Motivator Cold Calling Script...

Stage 3. Questions to Qualify the Sales Prospect 

By qualifying the prospects you're calling you only meet with potential customers. To do this you need a criteria to define prospects you want to make appointments with. 

Add what you need to know to qualify prospects to your appointment setting script and you will not waste time meeting people that cannot buy from you. 

Ask the questions you need to ask. If the call is going well you can ask questions  to gain information you want to know to help with the sale when you meet. 

You can create this stage of your script by visiting the: Questioning Stage 

Stage 4. Gain Agreement to an Appointment

To gain agreement to a sales appointment I train my teams to use a closing line with 2 elements;

  1. Give the prospect a reason to meet - A potential benefit.
  2. Tag on a question to agree a date and time for the sales appointment.

The feature says what your products or services do, the benefit they provide is the reason the prospect should agree to meet with you. The date and time confirm the appointment.

Remember, you are not trying to sell at this stage, you are appointment setting and it's at the appointment where the prospect is given the information to make a buying decision. 

Learn how to create the line by visiting Sales appointment Agreement Gaining

Overcoming Objections on
Sales Appointment Calls 

Objections can arise at any point in your sales appointment calls, and there are some proven techniques to get past you them.

See a full page of ideas, techniques, and how to overcome objections on sales appointment cold calls. If you get the same objections coming up on calls there will be a reason that ii within your control and a solution. 

There are proven ways to prevent objections on appointment calls and effective techniques to deal with them. Learn how to gain more sales appointments by overcoming cold call objections

More Appointment Setting Training

Use the links above to get more sales training on each of the stages and see the options below for ways to start creating and using your own calls today,

Making Sales Appointments - Professional Course 

Everything you need to create your own appointment setting scripts, or to train others how make the calls.

Become an expert on the stages and creating your own words for every step so you can create successful calls at will. A separate exercise program will build your scripts for you. 

This training course will give you a consistent flow of potential customers already qualified as potential buyers. 

See what you get, how it works, and what the course will do for you at Making Sales Appointments

Sales Appointments in a Nutshell

The mini-course that shows you an overview of how to use the stages & steps to create your calls. 

Create your sales appointment calls, from a cold call introduction through explaining why you are calling, to gaining agreement to an appointment, survey, demonstration, test drive, or whatever the next step is of your sales process.

Grow your business and quickly learn how to contact more potential clients and customers.

Making Sales Appointments in a Nutshell gives you a quick training course that's  easy to follow, so you get it in a nutshell. See how it works at Appointments in a Nutshell

Free Sales Appointment Training 

A quick free course that takes just a few minutes to create a professional introduction for you sales appointment calls.

An introduction to how easy it is to build the opening stage of your appointment calls by following the step by step process in this free sales training eBook course.

A task at each step shows you how to choose the words and customise the script for your sales appointments calls to your prospects. 

Open the eBook now by clicking Free Appointment Training

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