{"product_id":"getting-the-second-appointment-isbn-9780471487234","title":"Getting the Second Appointment","description":"In this book\u003ci\u003e,\u003c\/i\u003e 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.” \u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003eIntroduction xxi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 Success and Your Sales Career 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Complacency Challenge 2\u003c\/p\u003e \u003cp\u003eA Word about Self-Sabotage 2\u003c\/p\u003e \u003cp\u003eTo the Importance of Overcoming Success Phobias 4\u003c\/p\u003e \u003cp\u003eTake a Deep Breath . . . 5\u003c\/p\u003e \u003cp\u003eChange the Message, Change the Results! 6\u003c\/p\u003e \u003cp\u003eMastering the Process—and Getting the Appointment! 7\u003c\/p\u003e \u003cp\u003eHere’s Our Starting Point 7\u003c\/p\u003e \u003cp\u003eKeep Your Commitments 11\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Who’s Who in Your Target Organization? 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTarget People with Influence 14\u003c\/p\u003e \u003cp\u003eTarget People with Authority 15\u003c\/p\u003e \u003cp\u003eTarget People with the Authority to Approve 17\u003c\/p\u003e \u003cp\u003eSecond Meetings and the “Trilogy” of Your Sales Cycle 19\u003c\/p\u003e \u003cp\u003eReality Check: Your Hottest Prospect 19\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Four Categories 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSilent Adversaries, Silent Allies 23\u003c\/p\u003e \u003cp\u003eThe Role of the Recommender 24\u003c\/p\u003e \u003cp\u003eThe Influencer’s Role 26\u003c\/p\u003e \u003cp\u003eThe Decision Maker’s Role 27\u003c\/p\u003e \u003cp\u003eThe Approver’s Role 30\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 32\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 Selling Across the Enterprise 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrinciple 1: Think Outside the Owner’s Manual 33\u003c\/p\u003e \u003cp\u003ePrinciple 2: Invest Your Time Intelligently 34\u003c\/p\u003e \u003cp\u003ePrinciple 3: Think Lifetime Value—By Aligning Your Sales Process to the Organization 37\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 Pathways to the Right Second Appointment 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExploring 42\u003c\/p\u003e \u003cp\u003eInitiating 45\u003c\/p\u003e \u003cp\u003eSponsoring 46\u003c\/p\u003e \u003cp\u003eLeveraging 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 Building a Foundation 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVisualization 53\u003c\/p\u003e \u003cp\u003eThe Ultimate Sales TIP 55\u003c\/p\u003e \u003cp\u003eTIP Step One 56\u003c\/p\u003e \u003cp\u003eTIP Step Two 57\u003c\/p\u003e \u003cp\u003eA TIP Example 57\u003c\/p\u003e \u003cp\u003eDon’t Leave Home (or Your Office) Without It 57\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7 Putting It All Together 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat We Know for Sure 61\u003c\/p\u003e \u003cp\u003eDefining the Sales Process 62\u003c\/p\u003e \u003cp\u003eYour Constant Improvement Campaign (CIC) 64\u003c\/p\u003e \u003cp\u003eA Thing of Beauty 66\u003c\/p\u003e \u003cp\u003eTime to Revenue 66\u003c\/p\u003e \u003cp\u003eManaging Your Process, Not Your Time 67\u003c\/p\u003e \u003cp\u003ePriority One: Revenue Activity 68\u003c\/p\u003e \u003cp\u003ePriority Two: Conversion Activity 69\u003c\/p\u003e \u003cp\u003ePriority Three: Sponsorship Activity 70\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 72\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8 The Five Deadly Sins of Appointment Setting 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSin Number One: Talking, Not Speaking 73\u003c\/p\u003e \u003cp\u003eSin Number Two: Using Bad Language 75\u003c\/p\u003e \u003cp\u003eSin Number Three: Monopolizing the Conversation 77\u003c\/p\u003e \u003cp\u003eSin Number Four: Stretching the Truth 80\u003c\/p\u003e \u003cp\u003eSin Number Five: Being a Space Invader 81\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 83\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9 Points of Entry 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eInteracting with the Recommender 86\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to a Recommender 87\u003c\/p\u003e \u003cp\u003eInteracting with the Influencer 88\u003c\/p\u003e \u003cp\u003eKey Winning Results for the Influencer 89\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to an Influencer 90\u003c\/p\u003e \u003cp\u003eInteracting with the Decision Maker 92\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to a Decision Maker 93\u003c\/p\u003e \u003cp\u003eInteracting with the Approver 96\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to an Approver 99\u003c\/p\u003e \u003cp\u003eThe Best Call You Can Make 100\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10 10 Principles for Delivering More\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSecond Appointments 103\u003c\/p\u003e \u003cp\u003eA True Story about Effective Targeting on the First Appointment 107\u003c\/p\u003e \u003cp\u003eAnother True Story about Effective Targeting on the First Appointment 108\u003c\/p\u003e \u003cp\u003eGo Beyond Your Comfort Zone 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11 Three Strategies to Appointment Success 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKey #1: Establishing Your Target and Building\u003c\/p\u003e \u003cp\u003eCredibility before Your First Appointment 114\u003c\/p\u003e \u003cp\u003eKey #2: Know How to Build Rapport with\u003c\/p\u003e \u003cp\u003eYour Prospect 118\u003c\/p\u003e \u003cp\u003eKey #3: Determining Your Contact’s Criteria for Evaluating Your Message 125\u003c\/p\u003e \u003cp\u003eMatching the Criteria 131\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 132\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12 Your Appointment Agendas 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFunctions 135\u003c\/p\u003e \u003cp\u003eFeatures 135\u003c\/p\u003e \u003cp\u003eAdvantages 136\u003c\/p\u003e \u003cp\u003eBenefits 136\u003c\/p\u003e \u003cp\u003eWhat’s Next? 137\u003c\/p\u003e \u003cp\u003eFirst-Appointment Issues for the Recommender 137\u003c\/p\u003e \u003cp\u003eFirst-Appointment Issues for the Influencer 138\u003c\/p\u003e \u003cp\u003eFirst-Appointment Issues for the Decision Maker and the Approver 140\u003c\/p\u003e \u003cp\u003eYour Appointment Matrix 144\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 13 Your Four Goals for the First Meeting 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTell ’Em, Sell ’Em 147\u003c\/p\u003e \u003cp\u003eWhat Should You Try to Accomplish during the First Appointment? 148\u003c\/p\u003e \u003cp\u003eEntrances and Exits 148\u003c\/p\u003e \u003cp\u003eDo Logo Gifts Really Deliver Customers? Two True Stories 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 14 Presenting Your Ideas with Conviction 155\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour Convictions Must Be Convincing 158\u003c\/p\u003e \u003cp\u003eEight Habits of Highly Committed Salespeople 159\u003c\/p\u003e \u003cp\u003eDon’t Get Carried Away by Your Confidence (A True Story) 161\u003c\/p\u003e \u003cp\u003ePatience Is a (Sales) Virtue! 162\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 15 Going Past the Sale 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlay It Cool with Recommenders 165\u003c\/p\u003e \u003cp\u003ePlay It Cool with Influencers 166\u003c\/p\u003e \u003cp\u003ePlay It Cool with Decision Makers 167\u003c\/p\u003e \u003cp\u003ePlay It Cool with Approvers 168\u003c\/p\u003e \u003cp\u003eNow, You Give It a Try 170\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 16 Needs and Wants 173\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuestions to Ask Yourself 173\u003c\/p\u003e \u003cp\u003eStudying Needs 175\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Approver (Typically a\u003c\/p\u003e \u003cp\u003eDriver Personality) 175\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Decision Maker (Typically an Expressive Personality) 176\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Influencer (Typically an Analytic Personality) 177\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Recommender (Often an Amiable Personality) 178\u003c\/p\u003e \u003cp\u003eWhat Happens Next? 179\u003c\/p\u003e \u003cp\u003eMind the GAP 180\u003c\/p\u003e \u003cp\u003eWhat Else Goes with the GAP Analysis? 183\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 183\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 17 The Rules of Correspondence 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecommender: Write from Functions to Features 186\u003c\/p\u003e \u003cp\u003eInfluencer: Write from Features to Functions 187\u003c\/p\u003e \u003cp\u003eDecision Maker: Write from Advantages to Benefits 189\u003c\/p\u003e \u003cp\u003eApprover: Write from Benefits to Advantages 190\u003c\/p\u003e \u003cp\u003ePutting Postage on Your Correspondence 192\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 192\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 18 Keys to Telephone Success 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGeneral Observations 195\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 203\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 19 The First Appointment—Tactical\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eApproaches 205\u003c\/p\u003e \u003cp\u003eReality Check 205\u003c\/p\u003e \u003cp\u003eWhat to Say 207\u003c\/p\u003e \u003cp\u003eDo You See What’s Happening Here? 208\u003c\/p\u003e \u003cp\u003eWhat If the Approver Picks up the Phone? 209\u003c\/p\u003e \u003cp\u003eIf You Get Dumped into Voice Mail 210\u003c\/p\u003e \u003cp\u003eThe Squeeze Play 211\u003c\/p\u003e \u003cp\u003eThe Third-Party Introduction 212\u003c\/p\u003e \u003cp\u003e“Tactical Air Support” from Your CEO, President, or Owner 214\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 215\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 20 Action Items—Windows on the Second\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAppointment 217\u003c\/p\u003e \u003cp\u003eAction Items for Recommenders 218\u003c\/p\u003e \u003cp\u003eAction Items for Influencers 218\u003c\/p\u003e \u003cp\u003eAction Items for Decision Makers 219\u003c\/p\u003e \u003cp\u003eAction Items for Approvers 219\u003c\/p\u003e \u003cp\u003ePractice Makes Patience 221\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 21 The 10 Powers 225\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAre You Ready? 226\u003c\/p\u003e \u003cp\u003eThe 10 Power Steps 229\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 238\u003c\/p\u003e \u003cp\u003eIndex 239\u003c\/p\u003e \u003cp\u003eA Special Offer 245\u003c\/p\u003e  \u003cp\u003eIn 1995 \u003cstrong\u003eTony Parinello\u003c\/strong\u003e 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.\u003cbr\u003eTony has written six powerful, practical and tactical books on the topic of selling: \u003cem\u003eGetting to VITO\u003c\/em\u003e, \u003cem\u003eStop Cold Calling Forever\u003c\/em\u003e, \u003cem\u003eGetting the Second Appointment\u003c\/em\u003e, \u003cem\u003eThink and Sell Like a CEO\u003c\/em\u003e, \u003cem\u003eThe Complete Idiot's Guide to Dynamic Selling\u003c\/em\u003e and his massively popular \u003cem\u003eSelling to VITO, the Very Important Top Officer\u003c\/em\u003e which has sold over 800,000 copies.\u003cbr\u003eTony lives in San Diego, CA.    \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for Getting the SECOND APPOINTMENT\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Another great book from Tony Parinello! If you've ever lost a sale between your initial presentation and the second visit where you get their approval on the paperwork, this book is for you! Learn how to keep more of the sales you thought you made.\" \u003cb\u003e—Tom Hopkins, sales trainer and author of \u003ci\u003eHow to Master the Art of Selling\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Finally, here is a powerful, practiced, no-nonsense book that tells you exactly what to do and say to make more sales faster. A masterpiece!\" \u003cb\u003e—Brian Tracy, author of \u003ci\u003eCreate Your Own Future\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Tony Parinello's new book, \u003ci\u003eGetting the Second Appointment\u003c\/i\u003e is terrific. It is jam packed with solid sales strategies and tactical tips that will improve any sales professional's top line!\"\u003cb\u003e—Don Hutson, CEO, U.S. Learning and author of\u003ci\u003e The Sale\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"This is Tony at his best–nonstop and high value.\" \u003cb\u003e—Dave Stein, author of\u003ci\u003e How Winners Sell\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Tony's style and approach has made him one of the most popular speakers, radio hosts, and authors. Through his book, he deftly teaches the salesperson what to ask, say, and when to say it in order to get the second appointment and effectively perform the two-call close.\" \u003cb\u003e—Dave Mattson, VP Sales, Sandler Sales Institute\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Tony Parinello has done it again! Another original book full of practical examples, useful step-by-step strategies, and compelling insights to help salespeople be more successful. This book has a wonderful mix of practical examples and interconnected sales principles drawn from the author's extensive experience in the sales profession that anyone can relate to and immediately apply to their sales approach.\" \u003cb\u003e—Madelyn Burley-Allen, President, Dynamics of Human Behavior\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"If you need bigger sales in the shortest possible time while getting customers to love and trust you for life, then Tony Parinello is the only author who can guarantee you will reach your goals.\" \u003cb\u003e—Nance Rosen, author of\u003ci\u003e Why Customers Buy\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"After reading \u003ci\u003eGetting the Second Appointment\u003c\/i\u003e, I'm convinced that if I had had this information when I started my business in 1987, we would be hundreds of thousands of dollars richer today. This is a wonderful, clearly laid out, step-by-step system for anyone who wants to build lifelong, profitable relationships with their customers. Tony really demystifies what it takes to be successful in selling. Valuable for both start-ups and mature businesses, this book should be in the library of every entrepreneur.\" \u003cb\u003e—Susan Berkley, President, The Great Voice Company, Inc., and author of \u003ci\u003eSpeak to Influence: How to Unlock the Hidden Power of Your Voice\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989290139877,"sku":"NP9780471487234","price":16.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471487234.jpg?v=1761783537","url":"https:\/\/k12savings.com\/products\/getting-the-second-appointment-isbn-9780471487234","provider":"K12savings","version":"1.0","type":"link"}