Getting the Second Appointment How to CLOSE Any Sale in Two Calls [Paperback]

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.”

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

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