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The Center for Sales Strategy Blog

The Hottest Way to Capture the Attention of a Prospect

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Nearly everyone agrees it’s tougher than ever to get prospects to respond to your approaches, and all sales professionals know that if there is no appointment there is no chance for a sale. In today’s world, salespeople have many means and methods to try to get a quality appointment and all have a place. In fact, we strongly recommend you use multiple messages in multiple media to break through. We outline that in our Don’t Give Up process.

But, let me point out a tool seldom used, which is proving to be very effective in the appointment setting process: sending a letter – in the mail. Yes, I am talking about snail mail. You may be chuckling right now, but before you dismiss the idea think about it for a minute. How many emails do you get a day? (Most people have a three-figure number here.) What happens if you don’t spend time cleaning out your inbox? You know, you are deluged quickly. And when you clean out that inbox, how much time do you spend with emails from people you don’t know, especially one who looks like a salesperson? I thought so.

So, here is another question for you. How many pieces of mail do you receive at your office every day? Hmm. That’s what I thought. Now you can see why something sent in the mail can stand out, right?

But, it’s not as simple as sending a letter. Content matters. Here are some suggestions:

Topics: Setting Appointments Sales

5 Steps to More High-Quality Appointments

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Raise your hand if you wish you had more quality appointments each week? My bet is that nearly 100% of you raised your hand. Almost every salesperson and sales manager that I speak to these days is talking about how difficult it is to get the quality appointment. Ironically, at the same time that getting quality appointments has become perhaps the most important activity for growing business, it has also become one of the most challenging parts of the sales process. The reasons for this are nearly the same in every market. They sound like some variation of the following.

Topics: Setting Appointments Sales

How to Engage a Lead in the First 20 Seconds

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Twenty seconds may not sound like much time at all, but consider this: a hummingbird beats its wings at an average of 53 times per seconds. This means that a 20-second period is just enough time for a hummingbird to beat its wings an incredible 1,060 times.

It’s also enough time for a new lead to decide whether they’re going to listen to you or not. First impressions in business can be ruthless. This is understandable, as no decision-maker has the time to waste on an unwanted sales call, read a spam email, or even organize a meeting with someone they don’t trust.

We call this the critical window of opportunity. The first 20 seconds of meeting a new lead is your one chance to make a lasting, positive impression, so what do you do?

Topics: lead nurturing Setting Appointments

Resources to Help You Get More High-Quality Appointments

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You probably have some ambitious sales goals for Q1 of 2017. And to reach those goals, you've got to get more high-quality appointments. If you aren't sure how you're going to get there, check out these free resources.

Topics: Setting Appointments sales management Sales

Speed Up Your Sales Cycle With Focus And Preparation

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You're only as good as your last great sale. Are you getting your next one fast enough to reach your goals? Many salespeople approach their next big win like it will take months. That's a bad assumption to make if you want to accelerate your sales cycle. With the right focus and preparation, one salesperson I work with got her "next great sale" in a short amount of time. Here's how:

Topics: Setting Appointments new business development sales strategy Sales

Three Essential Actions in Approaching a Whale of a Prospect

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Today we have a guest post from Sherrie Roberts. Sherrie has been crushing sales goals and breaking records for over 20 years from local broadcast to national networks and rep firms. Serving in roles as salesperson, sales manager, General Manager and Founder.


It’s tempting to approach all prospects with the same strategies and tactics—it’s much easier and quicker to use a “one-size-fits-all” approach. But no two prospects are the same, especially the big ones. 

I’ve had several opportunities to earn the business of “whales.” Two of those were company record breakers, and a few were against all odds. These experiences had three common traits that stood apart from the rest. 

Topics: Setting Appointments Sales

Three Essential (Often-Overlooked) Metrics Sales Managers Should Track for Better Performance

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I surely hear a lot of talk these days about success in setting new-business appointments. Sales managers often say with a degree of pride, “Our team set 28 appointments last week.” Or, “We had a very good appointment-setting session and got 31 new appointments in only two hours.”

These numbers are impressive, and the logical sequence of events from there would be a steady increase in new business volume. But, too often, when those new business metrics come in, the cause and effect doesn’t exist. New business does not spike as one would expect after four straight weeks of appointment setting. 

So, what is wrong?

Topics: Setting Appointments Sales

3 Things Every Successful Seller Should Have

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Three of the best things you can have as a salesperson are also the three things that seem the most difficult to get ahold of. Referrals, testimonials and case studies have all helped a salesperson at one time or another either get a great first appointment, or to help set appropriate expectations. But, I still get asked time and time again how one can go about getting more referrals, testimonials or case studies. The challenge is, you, as the salesperson, are the only one who can make any of this happen!

Topics: referrals case studies Setting Appointments sales strategy Sales

20 Seconds of Insane Courage will Transform Your Sales Performance

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Have you seen the movie We Bought a Zoo? It's a good movie and based on a true story. Matt Damon, who stars in the movie and plays Benjamin Mee, is talking to his son about how it only takes 20 seconds of insane courage to make something happen. 

Topics: Setting Appointments Sales

The Media Salesperson’s Appointment Dilemma

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Media salespeople struggle now more than ever to secure quality appointments with prospects that might actually be ready, willing, and able to do business. The fact is that media salespeople are typically at their best when they are in front of a prospect, finding needs, and selling solutions. The challenge is that most media salespeople, after spending many frustrating hours cold calling, only find themselves going on one or two quality appointments a week. The system is broken and it must be fixed before even the most talented sellers will see better results.   

Topics: Setting Appointments Sales media