How Thinking Differently Leads To Success

Before I started coaching sales teams to set more sales appointments and discovery calls, and wrote three books on the topic (search "Scott Channell" on Amazon) I did it. Set 2,000+ C-Level meetings in diverse industries. Prioritizing targets, a solid call/outreach process, and knowing how to craft responsive sales scripts, phone scripts, and cold emails are key.

Many companies, once they started booking more meetings have engaged me to learn how to conduct those meetings, so that more go deeper into the pipeline toward a close. If your sales team has these challenges contact me for coaching, training, and speaking. Reach me at 978-296-2700.


b2b sales acceleration, sales training, sales development, sales leadership, turnarounds, coaching for peak sales performance, b2b business development specialist

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[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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Introduction: The Art of Setting Appointments

In the world of sales, setting appointments is a critical skill. Scott Channell, a sales strategy expert, shares his insights on the importance of setting appointments and how they can significantly impact the sales process. Channell emphasizes that setting appointments is not just about getting a meeting; it's about getting a meeting with someone who has a high probability of becoming a customer.

The Importance of Scripting

Channell highlights the importance of scripting in the sales process. He explains that scripting is not about sounding robotic or rehearsed, but about being prepared. A well-crafted script allows salespeople to handle objections, answer questions, and guide the conversation in a way that increases the likelihood of setting an appointment. Channell believes that scripting is a tool that helps salespeople stay in control of the conversation.

The Power of Persistence

Persistence is another key factor in setting appointments. Channell shares that it often takes multiple attempts to reach a prospect and set an appointment. He encourages salespeople to be persistent and not get discouraged by initial rejections. Channell also shares that persistence needs to be combined with a good strategy. Blindly making calls without a clear plan is not effective.

Understanding the Prospect's Perspective

Understanding the prospect's perspective is crucial in the sales process. Channell explains that salespeople need to understand what the prospect is thinking and feeling during the sales call. This understanding allows salespeople to tailor their approach and messaging to the prospect's needs and concerns. Channell emphasizes that understanding the prospect's perspective is the key to building rapport and trust.

The Role of Research

Research plays a significant role in setting appointments. Channell advises salespeople to do their homework and understand the prospect's business and industry. This knowledge allows salespeople to speak the prospect's language and demonstrate that they understand the prospect's challenges and needs. Channell believes that thorough research is the foundation of a successful sales call.

Conclusion: The Art of Setting Appointments Revisited

In conclusion, Channell reiterates the importance of setting appointments in the sales process. He encourages salespeople to invest time and effort in mastering this skill. Channell believes that the ability to set appointments effectively can significantly increase a salesperson's success rate. He leaves the audience with a final thought: "Setting appointments is not just about getting a meeting; it's about getting a meeting with someone who has a high probability of becoming a customer."

Questions & Answers

What is the main focus of Scott Channell's discussion in the podcast?

Why does Scott Channell stress the importance of scripting in sales?

What is Scott Channell's view on persistence in setting appointments?

How does understanding the prospect's perspective help in the sales process according to Channell?

What role does research play in setting appointments?

What is the final thought that Scott Channell leaves the audience with? 

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About the author 

Umar Hameed

Umar Hameed is an expert in changing individual behavior and improving team dynamics. He uses techniques and tools from the world of Applied Neuroscience and NLP to make individuals and organizations more successful. His business savvy and neuroscience combination gives him the unique ability to help salespeople become exceptional. Umar is an international keynote speaker who has done presentations in 16 countries. ✅✅✅He is the author of three books; the latest is Unleash Your Crazy Sexy Brain!


appointment setting, sales research, sales strategy

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