Chris WiserSerial Entrepreneur and MSP Growth Catalyst

The Hidden Truth About First Time Sales Appointments!

Name: The Hidden Truth About First Time Sales Appointments!
Uploaded: 2025-02-12T01:05:28Z
Channel: Chris Wiser
Description: A short sales-coaching monologue (by Chris Wiser) arguing that salespeople should allow time between a 15-minute first appointment and a longer discovery…

12 Feb 2025

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A short sales-coaching monologue (by Chris Wiser) arguing that salespeople should allow time between a 15-minute first appointment and a longer discovery call because buyers need time to process and accept the idea of changing their current practices. The speaker prompts listeners to reflect on their own experience making change-driven decisions to underscore the emotional aspect of buyer choice.

So don't shortchange yourself on what happens when you do a first time appointment for 15 minutes and then a discovery call for 30 to 40 minutes. Don't shortchange the fact that you are not the only person involved in this process. Your buyer, your decision maker is involved in this process and they need time between the first time appointment and the discovery call to basically come to grips with the idea that they are going to have to change what they have been doing in the past. So have you ever tried to make a decision where you were going to have to change something? What you were doing would only take you so far. Have you ever had one of those moments in your own business? I want to just take a minute and have you reflect on those feelings.