How to Get Appointments with Decision Makers
On Episode 300 of The No Limits Selling Podcast, we have Bryan Shirley. Bryan has consulted thousands of reps and manufacturers got hundreds of appointments with decision makers on the biggest relationship challenge faced by each today. He knows the mistakes, and he knows what works. Bryan shares excellent tips on how to get appointments with people who matter.
Find Bryan Shirley: Website, LinkedIn
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
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Summary
Bryan Shirley has consulted thousands of reps and manufacturers on the biggest relationship challenge faced by each today. He knows the mistakes, and he knows that works. Bryan and Umar Hameed discuss the importance of preparation, persistence, and personalization in sales. They emphasize the need to research customers and their customers, as well as leveraging social media platforms like LinkedIn, Sales Navigator and Twitter for prospecting. When making calls, being clear in your intent and identifying yourself is crucial. To overcome common objections, salespeople need to be persistent, consistent, and creative in their approach.
Introduction
The document begins by emphasizing the importance of securing appointments with decision-makers. It acknowledges that this task can be challenging, but it's crucial for sales success. The ability to get in front of the right people is often what separates successful salespeople from the rest.
The Importance of Research
The document underscores the need to conduct thorough research before reaching out to a decision-maker. This involves understanding the decision-maker's role, their company, and their industry. It suggests using LinkedIn and other social media platforms to gather information about the decision-maker and their business. This research will help you tailor your message to the decision-maker's specific needs and challenges.
Crafting a Compelling Message
The document provides guidance on how to craft a compelling initial message to the decision-maker. It suggests that your message should be personalized and demonstrate that you understand their needs and challenges. The message should also clearly articulate how your product or service can provide a solution to their problems. The document emphasizes the importance of making your message about the decision-maker and their needs, rather than focusing on your product or service.
Persistence and Follow-up
The document emphasizes the importance of persistence and follow-up in securing appointments with decision-makers. It suggests that you may need to reach out multiple times before getting a response. The document encourages readers not to be discouraged by initial silence or rejection, as this is often part of the process.
Leveraging Referrals
The document suggests leveraging referrals as a strategy to get appointments with decision-makers. It notes that decision-makers are more likely to take a meeting if you've been referred by someone they trust. The document encourages readers to build a network of contacts who can provide referrals.
Conclusion
The document concludes by noting that getting appointments with decision-makers is a skill that can be developed with practice and persistence. It encourages readers to keep refining their approach until they find what works best for them. The document suggests that the key to success is a combination of thorough research, a compelling message, persistence, and leveraging referrals.
Faq
What is the Importance of Securing Appointments with Decision Makers?
How Can Research Help in Getting Appointments with Decision Makers?
What Should be Included in the Initial Message to a Decision Maker?
Why is Persistence Important in Securing Appointments with Decision Makers?
How Can Referrals Help in Getting Appointments with Decision Makers?
What Skills are Needed to Secure Appointments with Decision Makers?
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