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5 Appointment-Setting Tipes

9 Appointment-Setting Tips for Top Sales Performers

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Written by Bob Croston
Vice President, RAIN Group

As a seller, one of your most difficult tasks will be breaking into new accounts and setting meetings. Most of us have some form of cold prospecting in our past, so we all know how lonely it can sometimes feel. But if you want to be successful in sales, you need to be able to build your own pipeline and drum up your own business.

You need to be able to prospect for new business with great success.

That starts with turning cold and warm outreach into meetings.

As difficult as appointment-setting might seem, the truth is that prospects want to hear from you. According to our Top Performance in Sales Prospecting research, 71% of buyers who accept meetings want to hear from sellers at the earliest part of their buying process: when they are forming ideas. Only, those prospects want much more than just an appointment—they want value. That very same research shows that 58% of sales meetings aren't valuable to buyers.

Final Thought: Appointment-Setting Is the Beginning

It’s easy to get wrapped up in prospecting and prospecting alone. Gotta get those appointments set! Just make sure you’re prepared to get the job done when you do get the meeting. Be sure to read 7 Steps to a Successful Sales Meeting When the Seller Drives the Demand to increase your odds of success.

RECOMMENDED READING >> 50 Powerful Sales Questions
Last Updated June 6, 2023

Topics: Sales Prospecting