Hi friends,
Just a quick one today on phone sales/appointment booking.
Yesterday I was doing a consultation with a guy who’s seen great success in business SDR roles and has now moved to B2C appointment setting.
One of his main problems was that he’s wasting time with unqualified prospects, or people who are simply just never going to agree to an appointment over the phone. You know the type I mean.
I told him what I tell everyone- you should be ruthlessly self-disqualifying these leads. Make it clear what you’re calling about and what you want, then if they hang up you can just move on. Only give your time/energy to those who seem compliant and interested. You should be actively seeking a hang-up.
“Oh yes, I used to ruthlessly disqualify all the time in B2B appointment booking. But I didn’t think that was the way to do it for B2C”
I asked him why that was.
“I guess I just feel like I shouldn’t be burning through leads like I would in B2B”
So I asked him- which are there more of in America, business or households?
His face lit up as he understood my point!
Guys, appointment booking is appointment booking. Yes there are differences (gatekeepers, for example) but many of the basics are exactly the same. B2C and B2B sales only becomes majorly different at the AE/Closer level.
The guy I was consulting is a great salesperson who is going to crush his new role. All he needed was that little change in mindset.
And that’s why I love coaching sales!
I hope you enjoyed this article, or at least got something useful from it. If you did, please feel free to share with someone else who may benefit:
And let me know what you think of this sales letter in the comments!
All the best,
The Sales Bull x
If you’d like to book a 1-to-1 B2C coaching/scripting session with me yourself, just send me a DM on Twitter or contact me at thesalesbull@gmail.com