Why Trying to "Get the Appointment" Can be a Recipe for Dis-Appoinment

Last week, this e-mail from Jack arrived in my inbox:

To: Ari Galper
From: Jack
Subj.: Help! I need to get more appointments
Dear Ari,

I've just coined a new disease for the medical books, and I'm hoping you can help me cure it.

Have you ever heard of "freezing-up-on-the-first-call paralysis"? It's brought on by the stress of selling!

I'm new to sales, and, as I've been starting out, I've studied all the programs from all the "sales masters."

They all insist that, when I call new prospects, I should be laser-focused on getting appointments.

The problem is, when I make that first call and lead the conversation toward the goal of getting an appointment, I hit a "wall."

I know that if I can just get face-to-face with prospects, they'll see the value of my solution -- but I can't even get there because they shut me down.

When they tell me "I'm not interested" or "I'm busy now" or "We already have a vendor," I'm left with nowhere to go.

What's worse, I can't even come up with what to say next.

Can you recommend some "medicine" that will help?

Always open-minded,
Jack

"Whew!" I thought when I read this. "That's an intense e-mail!" Jack's e-mail started me thinking about the hundreds of conversations I've had with many of you who are out there selling your solutions day in and day out.

I realized that his "disease" is so pervasive that those of you who are suffering from it could probably use a "prescription" from the Unlock The Game