Dump not-working phone scripts and reach your full sales potential.

Sales messaging. Why do some words attract buyers and lead to the conclusion that you are worth a meeting while other words chase perfect prospects away with a baseball bat.

If you are doing outbound cold calling, you need to know the difference.

Can’t sell the meeting to a soon to be buyer? There is no check coming.
Sell a meeting, you have a chance for a check.
The right words make the difference.

Ineffective sales messaging is a key reason active buyers do not perceive you to be worth more time.

A sad truth is that many hard-working reps with too few excellent prospects are sitting on impactful piles of words they could use but are not.

Syllable by syllable, Scott Channell outlines a real world tested, sensible approach to communicate value as perceived by buyers. He has walked his walk, booking over 2,000 C-level sales appointments before coaching others and writing Setting Sales Appointments, 7 Steps to Sales Scripts for B2B Appointment Setting and his magnum opus Sell the Meeting.

Neglecting winning words you are practically sitting on is lead generation self-sabotage.

You will not earn a buyer’s undivided attention or be perceived as credible by never mentioning your hard earned strengths or what separates you from the pack with specifics and proof.

Fortunately, lead generation and business development results can change when you know the answer to one question…

What are the cold calling sales script structures and phrasing strategies of highly effective appointment setters?

You can learn phone script messaging tactics broken down sentence by sentence, word for word, with the why and strategy of each phrase explained.

Buyers soon to write a check to somebody will “get” your value and credibility, understand your difference, and be willing to explore it on a call. Your words will provide “cause for pause” to those who need you, but previously sputtered “all set” in knee-jerk fashion. Previous “all sets” turn into “let’s meet.”

The right words remove roadblocks to new sales.

Top earners and sales professionals most admired by their peers use sales messaging that does a better job of earning them a seat at the table.

Will you rise to your full wordsmith potential?

Review script messaging techniques and phrasing strategies of those most effective at booking discovery calls.

Table of contents
Free resources for readers
Introduction and Two Confessions
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1. Five goals of good scripting
2. Own your messaging: your strengths, your specifics, your voice
3. Core drivers of scripting success
4. Step one: creating your “pile of words”
5. Opening your call: the critical first three seconds
6. Benefits, benefits, benefits
7. Your value exchange, proofs and ear candy
8. Craft great scripts with these key strategies
9. Your identify the decision-maker and determine worth script path
10. Sample scripts, a quick word…
11. Sample scripts: identifying the decision-maker and potential worth
12. Yikes! A prospect says hello. Your Sell The Meeting Script
13. Sample “Sell the Meeting” scripts
14. Your voicemail script
15: Sample voicemail scripts
16. Objection response keys
17. Objection response scripts
18. Sample scripts: responses to resistance
19. Phrases of shame and self-sabotage
20. Final words, meanderings, rants, and reminders

Tags: Business development, cold call, cold calling, lead generation, appointment setting, discovery calls, fanatical prospecting, sales prospecting, sales scripts, phone scripts, sales discovery, discovery call, discovery call script, sales discovery call, discovery call structure.

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