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

In this book, 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. This three-part book uses the sort of practical feet-in-the-street style that Parinello’s followers love to teach salespeople the down-to-earth how-to’s of getting the second appointment and performing Parinello’s proven “two-call close.”

Table of Contents:
Preface xv Acknowledgments xix Introduction xxi CHAPTER 1 Success and Your Sales Career 1 The Complacency Challenge 2 A Word about Self-Sabotage 2 To the Importance of Overcoming Success Phobias 4 Take a Deep Breath . . . 5 Change the Message, Change the Results! 6 Mastering the Process—and Getting the Appointment! 7 Here’s Our Starting Point 7 Keep Your Commitments 11 CHAPTER 2 Who’s Who in Your Target Organization? 13 Target People with Influence 14 Target People with Authority 15 Target People with the Authority to Approve 17 Second Meetings and the “Trilogy” of Your Sales Cycle 19 Reality Check: Your Hottest Prospect 19 CHAPTER 3 Four Categories 23 Silent Adversaries, Silent Allies 23 The Role of the Recommender 24 The Influencer’s Role 26 The Decision Maker’s Role 27 The Approver’s Role 30 Lock in What You’ve Learned 32 CHAPTER 4 Selling Across the Enterprise 33 Principle 1: Think Outside the Owner’s Manual 33 Principle 2: Invest Your Time Intelligently 34 Principle 3: Think Lifetime Value—By Aligning Your Sales Process to the Organization 37 Lock in What You’ve Learned 39 CHAPTER 5 Pathways to the Right Second Appointment 41 Exploring 42 Initiating 45 Sponsoring 46 Leveraging 48 CHAPTER 6 Building a Foundation 53 Visualization 53 The Ultimate Sales TIP 55 TIP Step One 56 TIP Step Two 57 A TIP Example 57 Don’t Leave Home (or Your Office) Without It 57 Lock in What You’ve Learned 60 CHAPTER 7 Putting It All Together 61 What We Know for Sure 61 Defining the Sales Process 62 Your Constant Improvement Campaign (CIC) 64 A Thing of Beauty 66 Time to Revenue 66 Managing Your Process, Not Your Time 67 Priority One: Revenue Activity 68 Priority Two: Conversion Activity 69 Priority Three: Sponsorship Activity 70 Lock in What You’ve Learned 72 CHAPTER 8 The Five Deadly Sins of Appointment Setting 73 Sin Number One: Talking, Not Speaking 73 Sin Number Two: Using Bad Language 75 Sin Number Three: Monopolizing the Conversation 77 Sin Number Four: Stretching the Truth 80 Sin Number Five: Being a Space Invader 81 Lock in What You’ve Learned 83 CHAPTER 9 Points of Entry 85 Interacting with the Recommender 86 When Posing Questions to a Recommender 87 Interacting with the Influencer 88 Key Winning Results for the Influencer 89 When Posing Questions to an Influencer 90 Interacting with the Decision Maker 92 When Posing Questions to a Decision Maker 93 Interacting with the Approver 96 When Posing Questions to an Approver 99 The Best Call You Can Make 100 CHAPTER 10 10 Principles for Delivering More Second Appointments 103 A True Story about Effective Targeting on the First Appointment 107 Another True Story about Effective Targeting on the First Appointment 108 Go Beyond Your Comfort Zone 109 CHAPTER 11 Three Strategies to Appointment Success 113 Key #1: Establishing Your Target and Building Credibility before Your First Appointment 114 Key #2: Know How to Build Rapport with Your Prospect 118 Key #3: Determining Your Contact’s Criteria for Evaluating Your Message 125 Matching the Criteria 131 Lock in What You’ve Learned 132 CHAPTER 12 Your Appointment Agendas 133 Functions 135 Features 135 Advantages 136 Benefits 136 What’s Next? 137 First-Appointment Issues for the Recommender 137 First-Appointment Issues for the Influencer 138 First-Appointment Issues for the Decision Maker and the Approver 140 Your Appointment Matrix 144 Lock in What You’ve Learned 145 CHAPTER 13 Your Four Goals for the First Meeting 147 Tell ’Em, Sell ’Em 147 What Should You Try to Accomplish during the First Appointment? 148 Entrances and Exits 148 Do Logo Gifts Really Deliver Customers? Two True Stories 152 CHAPTER 14 Presenting Your Ideas with Conviction 155 Your Convictions Must Be Convincing 158 Eight Habits of Highly Committed Salespeople 159 Don’t Get Carried Away by Your Confidence (A True Story) 161 Patience Is a (Sales) Virtue! 162 CHAPTER 15 Going Past the Sale 165 Play It Cool with Recommenders 165 Play It Cool with Influencers 166 Play It Cool with Decision Makers 167 Play It Cool with Approvers 168 Now, You Give It a Try 170 CHAPTER 16 Needs and Wants 173 Questions to Ask Yourself 173 Studying Needs 175 Uncovering Needs with the Approver (Typically a Driver Personality) 175 Uncovering Needs with the Decision Maker (Typically an Expressive Personality) 176 Uncovering Needs with the Influencer (Typically an Analytic Personality) 177 Uncovering Needs with the Recommender (Often an Amiable Personality) 178 What Happens Next? 179 Mind the GAP 180 What Else Goes with the GAP Analysis? 183 Lock in What You’ve Learned 183 CHAPTER 17 The Rules of Correspondence 185 Recommender: Write from Functions to Features 186 Influencer: Write from Features to Functions 187 Decision Maker: Write from Advantages to Benefits 189 Approver: Write from Benefits to Advantages 190 Putting Postage on Your Correspondence 192 Lock In What You’ve Learned 192 CHAPTER 18 Keys to Telephone Success 195 General Observations 195 Lock In What You’ve Learned 203 CHAPTER 19 The First Appointment—Tactical Approaches 205 Reality Check 205 What to Say 207 Do You See What’s Happening Here? 208 What If the Approver Picks up the Phone? 209 If You Get Dumped into Voice Mail 210 The Squeeze Play 211 The Third-Party Introduction 212 “Tactical Air Support” from Your CEO, President, or Owner 214 Lock In What You’ve Learned 215 CHAPTER 20 Action Items—Windows on the Second Appointment 217 Action Items for Recommenders 218 Action Items for Influencers 218 Action Items for Decision Makers 219 Action Items for Approvers 219 Practice Makes Patience 221 CHAPTER 21 The 10 Powers 225 Are You Ready? 226 The 10 Power Steps 229 Lock In What You’ve Learned 238 Index 239 A Special Offer 245

About the Author :
In 1995 Tony Parinello started a revolution.?He created his own brand of sales training called Selling to VITO, the Very Important Top Officer.?Today, the majority of Fortune 100 and over 1.5 million sales people create bigger deals in less time using his programs.?Through his internet talk shows, he personally coaches sales and marketing professionals and entrepreneurs all over the world. Tony is a Wall Street Journal best-selling author and creator of Selling Across America, an internet talk show dedicated to salespeople. He is the Sales Expert on Entrepreneur.com, a site that is visited by more than 2 million unique visitors each and every month. Tony has written six powerful, practical and tactical books on the topic of selling: Getting to VITO, Stop Cold Calling Forever, Getting the Second Appointment, Think and Sell Like a CEO, The Complete Idiot's Guide to Dynamic Selling and his massively popular Selling to VITO, the Very Important Top Officer which has sold over 800,000 copies. Tony lives in San Diego, CA.