Getting the Second Appointment: How to Close Any Sale in Two Calls!

Overview

An unbeatable sales resource from the author of Selling to VITO and Secrets of VITO Getting invited back for a second interaction with potential prospects and customers is getting harder and harder. "Send me the figures." "Submit your proposal." "Call me in three months." Every salesperson hears these excuses from customers every day. What's really being said is: "You haven't given me a good enough reason to spend any more time with you." In this new world economy, where the person with the most unique and ...

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Overview

An unbeatable sales resource from the author of Selling to VITO and Secrets of VITO Getting invited back for a second interaction with potential prospects and customers is getting harder and harder. "Send me the figures." "Submit your proposal." "Call me in three months." Every salesperson hears these excuses from customers every day. What's really being said is: "You haven't given me a good enough reason to spend any more time with you." In this new world economy, where the person with the most unique and memorable selling proposition wins, the key to a sale is getting back in the second time. In Getting the Second Appointment, Anthony Parinello- sales guru and trainer to over one million salespeople- presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. What matters most, he shows, is value- and the salesperson's ability to articulate it clearly to a would-be customer. Sporting the practical, feet-in-the-street style that his followers love, this multiple-part book conveys Parinello's proven, down-to-earth tactics, the how-to's of getting the second appointment, and the secret of performing Parinello's powerful "two-call close." Anthony Parinello (San Diego, CA) is an award-winning salesman and an expert on selling to top decision-makers. He is the author of the bestselling book and audiotape program Selling to VITO, the Very Important Top Officer, which has sold more than 400,000 copies.

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Editorial Reviews

Soundview Executive Book Summaries
Anthony Parinello is a salesperson, trainer and author who wants to help other salespeople speed up the time it takes to turn a "suspect" into a "prospect" and a prospect into a lifetime customer. He has written Getting the Second Appointment to help salespeople break bad habits and provide them with the skills that will help them schedule a higher percentage of second meetings with the people they have just met. Parinello offers numerous tips about making appointments, presentations and the sale. Copyright © 2005 Soundview Executive Book Summaries
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Product Details

  • ISBN-13: 9780471487234
  • Publisher: Wiley
  • Publication date: 3/19/2004
  • Edition number: 1
  • Pages: 245
  • Product dimensions: 5.98 (w) x 8.96 (h) x 0.72 (d)

Table of Contents

Preface.

Acknowledgments.

Introduction.

CHAPTER 1: Success and Your SalesCareer.

The Complacency Challenge.

A Word about Self-Sabotage.

To the Importance of Overcoming Success Phobias.

Take a Deep Breath . . . .

Change the Message, Change the Results!

Mastering the Process—and Getting the Appointment!

Here’s Our Starting Point.

Keep Your Commitments.

CHAPTER 2: Who’s Who in Your TargetOrganization?

Target People with Influence.

Target People with Authority.

Target People with the Authority to Approve.

Second Meetings and the “Trilogy” of Your SalesCycle.

Reality Check: Your Hottest Prospect.

CHAPTER 3: Four Categories.

Silent Adversaries, Silent Allies.

The Role of the Recommender.

The Influencer’s Role.

The Decision Maker’s Role.

The Approver’s Role.

Lock in What You’ve Learned.

CHAPTER 4: Selling Across theEnterprise.

Principle 1: Think Outside the Owner’s Manual.

Principle 2: Invest Your Time Intelligently.

Principle 3: Think Lifetime Value—By Aligning Your SalesProcess to the Organization.

Lock in What You’ve Learned.

CHAPTER 5: Pathways to the Right SecondAppointment.

Exploring.

Initiating.

Sponsoring.

Leveraging.

CHAPTER 6: Building a Foundation.

Visualization.

The Ultimate Sales TIP.

TIP Step One.

TIP Step Two.

A TIP Example.

Don’t Leave Home (or Your Off ice) Without It.

Lock in What You’ve Learned.

CHAPTER 7: Putting It All Together.

What We Know for Sure.

Defining the Sales Process.

Your Constant Improvement Campaign (CIC).

A Thing of Beauty.

Time to Revenue.

Managing Your Process, Not Your Time.

Priority One: Revenue Activity.

Priority Two: Conversion Activity.

Priority Three: Sponsorship Activity.

Lock in What You’ve Learned.

CHAPTER 8: The Five Deadly Sins of AppointmentSetting.

Sin Number One: Talking, Not Speaking.

Sin Number Two: Using Bad Language.

Sin Number Three: Monopolizing the Conversation.

Sin Number Four: Stretching the Truth.

Sin Number Five: Being a Space Invader.

Lock in What You’ve Learned.

CHAPTER 9: Points of Entry.

Interacting with the Recommender.

When Posing Questions to a Recommender.

Interacting with the Influencer.

Key Winning Results for the Influencer.

When Posing Questions to an Influencer.

Interacting with the Decision Maker.

When Posing Questions to a Decision Maker.

Interacting with the Approver.

When Posing Questions to an Approver.

The Best Call You Can Make.

CHAPTER 10: 10 Principles for Delivering MoreSecond Appointments.

A True Story about Effective Targeting on the FirstAppointment.

Another True Story about Effective Targeting on the FirstAppointment.

Go Beyond Your Comfort Zone.

CHAPTER 11: Three Strategies to AppointmentSuccess.

Key #1: Establishing Your Target and Building Credibility beforeYour First Appointment.

Key #2: Know How to Build Rapport with Your Prospect.

Key #3: Determining Your Contact’s Criteria for EvaluatingYour Message.

Matching the Criteria.

Lock in What You’ve Learned.

CHAPTER 12: Your Appointment Agendas.

Functions.

Features.

Advantages.

Benef its.

What’s Next?

First-Appointment Issues for the Recommender.

First-Appointment Issues for the Influencer.

First-Appointment Issues for the Decision Maker and theApprover.

Your Appointment Matrix.

Lock in What You’ve Learned.

CHAPTER 13: Your Four Goals for the FirstMeeting.

Tell ’Em, Sell ’Em.

What Should You Try to Accomplish during the FirstAppointment?

Entrances and Exits.

Do Logo Gifts Really Deliver Customers? Two True Stories.

CHAPTER 14: Presenting Your Ideas withConviction.

Your Convictions Must Be Convincing.

Eight Habits of Highly Committed Salespeople.

Don’t Get Carried Away by Your Confidence (A TrueStory).

Patience Is a (Sales) Virtue!

CHAPTER 15: Going Past the Sale.

Play It Cool with Recommenders.

Play It Cool with Influencers.

Play It Cool with Decision Makers.

Play It Cool with Approvers.

Now, You Give It a Try.

CHAPTER 16: Needs and Wants.

Questions to Ask Yourself.

Studying Needs.

Uncovering Needs with the Approver (Typically a DriverPersonality).

Uncovering Needs with the Decision Maker (Typically anExpressive Personality).

Uncovering Needs with the Influencer (Typically an AnalyticPersonality).

Uncovering Needs with the Recommender (Often an AmiablePersonality).

What Happens Next?

Mind the GAP.

What Else Goes with the GAP Analysis?

Lock in What You’ve Learned.

CHAPTER 17 The Rules of Correspondence.

Recommender: Write from Functions to Features.

Influencer: Write from Features to Functions.

Decision Maker: Write from Advantages to Benefits.

Approver: Write from Benefits to Advantages.

Putting Postage on Your Correspondence.

Lock In What You’ve Learned.

CHAPTER 18: Keys to Telephone Success.

General Observations.

Lock In What You’ve Learned.

CHAPTER 19: The FirstAppointment—Tactical Approaches.

Reality Check.

What to Say.

Do You See What’s Happening Here?

What If the Approver Picks up the Phone?

If You Get Dumped into Voice Mail.

The Squeeze Play.

The Third-Party Introduction.

“Tactical Air Support” from Your CEO, President, orOwner.

Lock In What You’ve Learned.

CHAPTER 20: Action Items—Windows on theSecond Appointment.

Action Items for Recommenders.

Action Items for Influencers.

Action Items for Decision Makers.

Action Items for Approvers.

Practice Makes Patience.

CHAPTER 21: The 10 Powers.

Are You Ready?

The 10 Power Steps.

Lock In What You’ve Learned.

Index.

A Special Offer.

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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted August 25, 2004

    One of the best of its kind

    In the sales game, the road to closing is oftentimes difficult to navigate. The roadblocks that show themselves in the form of gatekeepers, decision-makers, self-sabotage, and more are plentiful. In Anthony Parinello's new book 'Getting the Second Appointment,' he sheds light on how to negotiate the sometimes vicious sales cycle from the initial cold call to the request for business........................ In this book, Parinello (Selling to VITO) takes on the tremendous task of teaching salespeople how to sell in a relatively short amount of time, specifically after two phone calls. He schools salespeople on how to approach each key player in the sales hierarchy, including approvers, recommenders, influencers, and decision makers. The author infuses Maslow's Hierarchy of Needs and applies it to the personality types of the top officers of any organization. Parinello even gives great advice on how to approach gatekeepers and use them as allies............................... 'Getting the Second Appointment' is part motivational book and part step-by-step instructional manual. Parinello uses practical examples that are especially useful for those people who are in phone sales. The book also offers online collateral for continued education after reading the book. This is by far, one of the best, groundbreaking, easy-to- follow books ever written on the topic of sales. It is a must read for any salesperson, from the novice to the top bell ringer.

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