Sales Training - Appt. Setting

Rep 1

A prospect says, “I'm afraid I won't be good at sales.” What should you ask?

“What specifically makes you feel like you might not be good at it?”

A prospect mentions being denied a raise at work. What follow-up question could you ask?

“How did that affect the way you see your future at that job?”

A prospect says, “I want more freedom.” What question could you ask to understand their motivation?

“What would having more freedom look like in your everyday life?”

A prospect says, “I hate my job.” What follow-up question could you ask?

“What's been the most frustrating part of your job lately?”

When a prospect reveals a frustration or problem, what three-step approach should you follow?

Acknowledge their feelings → Ask a specific follow-up question → Listen carefully.

A prospect says, “I want to make more money.” What could you ask to understand their motivation?

“What would having that extra income allow you to do that you can't do right now?”

A prospect says, “The training is expensive.” What's your first move?

Acknowledge the concern and ask what information they need to evaluate the investment.

A prospect asks, “Is making $10,000 a month realistic?” How should you respond?

Explain that results vary, avoid guarantees, and share only verified income outcomes.

A prospect says, “I'm interested, but I don't know if I have enough time.” What could you ask?

“What does your weekly schedule look like, and how much time could you realistically dedicate?”

A prospect says, “I need to think about it.” How should you respond?

“Of course! What information would help you feel more confident evaluating your options?”

A prospect says, “I don't know if this program is legitimate.” What could you ask?

“That's a fair concern. What would you need to verify to feel comfortable evaluating the program?”

A prospect asks about a company policy you don't know. What should you do?

Be transparent, avoid guessing, and offer to verify the policy with the appropriate person.

A prospect says they want their parent's opinion before investing. What should you clarify?

“Would you be making the final decision yourself, or would someone else be involved?”

What details should you confirm before ending a booked appointment-setting call?

Date, time, time zone, calendar invitation, Zoom link, preparation requirements, and contact details.

You catch yourself giving a long motivational speech instead of asking questions. What should you do?

Stop, briefly summarize what the prospect said, and ask one relevant follow-up question.

How can you uncover the deeper reason behind a prospect wanting to change careers?

“What's happening in your current situation that's making you consider a change now?”

How can you discover how long a prospect has been experiencing a problem?

“How long have you been feeling this way?”

How can you understand what success would look like for a prospect?

“If things went well over the next 12 months, what would you want your life to look like?”

How can you check whether you've understood a prospect's situation correctly?

“So, from what you've told me, your main goal is ____, and your biggest challenge right now is ____. Is that accurate?”

How can you find out what's preventing a prospect from reaching their goals?

“What's been the biggest thing holding you back so far?”