Already on ArticleSlash?

Forgot your password? Sign Up

What is a Great Appointment Worth to You


Visitors: 204

I believe there is a niche for a a top tele-sales organization that can make these claims to prospective clients:

“We Fill Meeting Rooms With Precisely The Right People. ”

“We Set Appointments With Precisely The Right People. ”

I could use one right now to get me before people who can green-light on-site training & consulting programs.

Some perspective:

There is a rule of thumb, validated by behavioral research that says if you’re a presenter, a marketer, a persuader, almost without fail the WRONG people will be in your audience.

If you want the Sr. VP of Operations or the COO, you’ll get a telephone sales supervisor or a CSR that has been sent “as a scout, ” without authority or much gray matter.

Why? There is selective exposure to information and people notably avoid anything that smacks of what they think they already know or should know. Also, top people closely guard their time.

At a faculty dinner at UCLA Extension, where I’ve been teaching a “Building Your Consulting Business” class since ’99, I asked some cohorts, who also consult, what a qualified appointment with a decision maker would be worth to them.

One said “$100” and the next, a former Xerox executive, shook his head and said: “No, it’s worth at least $500. ”

What do YOU think a great appointment is worth?

What would you willingly pay to hook a high-level seminar participant who'd be happy to hear your pitch for upscale products or services?

I believe each outcome is worth a ton, but presently, we're not able to attract effective enough communicators to the tele-selling field in order to produce quality results.

More important, we're trying to use ever cheaper substitutes, working in call centers in India and elsewhere, who are next to useless when it comes to engaging senior executives in what one of my clients termed, “Meaningful Conversations. "

Let's turn this around and do what Henry Ford did when he inaugurated the “Five dollar day, " which was an unprecedented upgrading of the value of a factory job. By raising the stakes for quality phone folks, we just may be able to entice them to deliver what we need: first class appointments and sales!

Best-selling author of 12 books and more than 1,000 articles, Dr. Gary S. Goodman is considered “The Gold Standard" in negotiation, sales development, customer service, and telephone effectiveness. Top-rated as a speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: .


Article Source:

Rate this Article: 
How Not to Spoil Your Appointments in Appointment Setting!
Rated 4 / 5
based on 5 votes

Related Articles:

Great Used Books Worth Looking at Again

by: Victor Epand (August 15, 2008) 
(Book Reviews)

Fort Worth New Growth, Great Investment

by: Cherri Fox (July 26, 2008) 

How to Get an Appointment With Anyone!

by: Mark C. McClure (August 24, 2008) 

How to Have a Daily Appointment With Yourself

by: Scott Ginsberg (June 04, 2007) 
(Self Improvement)

Make an Appointment With Yourself

by: Alyssa Avant (June 02, 2008) 
(Self Improvement/Organizing)

Your First Appointment - Pregnancy

by: Prahalad Singh (February 21, 2008) 
(Home and Family/Pregnancy)

5 Secrets to Setting the Appointment

by: Renee Rutledge (July 16, 2008) 
(Business/Sales Training)

Cincinnati Electrolysis by Appointment

by: Irene Fischer (June 29, 2008) 
(Health and Fitness/Beauty)

If A Picture is Worth a 1,000 Words - How Much is a Holographic Image Worth ..

by: L. Winslow (April 26, 2007) 
(Computers and Technology)

How Not to Spoil Your Appointments in Appointment Setting!

by: Mark Ian Alloso (June 03, 2016)