Getting that first appointment with executives is definitely a tough nut to crack. So many salespeople end up not doing it at all out of fear of failure or they do it and they do it all wrong. Our awesome guest today, Ben Favier, is here to share with us some secrets in landing sales appointments with high level executives.
Ben has over 15 years of sales experience handling B2B and B2C sales, mostly with enterprise software sales. He has then decided to share all the sales tools, techniques, and tactics he has learned over the years through writing his recent book, How to Obtain Sales Appointments with Executives: Proven Steps to Land the Initial Sales Appointment with High-Level Decision Makers.
Here are the highlights of my conversation with Ben:
Why another sales book?
Ben presents tactics, techniques, strategies, and mindset for the initial step of getting the first appointment with an executive, which he hasn’t seen in other books out there.
Ben says dialing for dollars is one of the biggest mistakes people make in trying to set up an appointment. Why? Because it’s not going to work. Eventually, you will get burned out.
How to change to a business management consultant mindset:
Salescopy writing and effective cold calling techniques
Some resources you can tap into:
Some ways to obtain sales appointments with executives:
Sometimes they’re not going to give you their email address for fear of getting hammered by email. Then you can send something through fax like a fax software service so you can easily fax from your computer.
Ben’s Major Takeaway:
Keep reading. Get mentors. Don’t just keep dialing for dollars without knowing what you’re saying. Get that training. Keep studying and going to seminars and you’ll get there.
Connect with Ben Favier on LinkedIn
Get Ben’s book How to Obtain Sales Appointments with Executives
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.