If you were doctor, you wouldn’t have to worry so much. When a doctor’s patient cancels at the last minute, the doctor can still get paid.
As a B2B sales professional, you aren’t as fortunate. When a prospect cancels, you’re just one step farther away from meeting your sales goals.
We know how stressful B2B sales appointment setting can be. So, to brighten your appointment setting blues, we’ve prepared this bit of doctor-and-appointment humor, just for you:
The doctor called Mrs. Johnson, saying, “Mrs. Johnson, your check came back.” Mrs. Johnson answered, “So did my arthritis!”
What? A patient who wants a medical guarantee? She must have kept her B2B sales appointment with you and gotten used to getting what she was promised.
The doctor gave a man three months to live. The man couldn’t pay his bill, so the doctor gave him another three months.
Don’t ever let good B2B sales prospects go without a fight. Eventually, they’ll realize that they’re “dying” without your help and pay up.
The doctor told his patient, “You’ll live to be 80!” The patient replied indignantly, “I AM 80!” The doctor nodded reassuringly, and said, “See! What did I tell you?”
If a doctor can make the occasional blunder and still bring in new patients, maybe you don’t need more sales training, after all. Maybe you just need more appointments.
Doctor announced to his male patient, “You’re pregnant!” The man asked, “How does a man get pregnant?” The doctor replied helpfully, “The usual way. A little wine, a little dinner, you know...”
When your prospect’s situation doesn’t call for funny, refrain from pulling out your best party jokes. The rule of thumb is: never karaoke unless the prospect steps up to the mic first.
A doctor placed his stethoscope up to the man’s chest. The man asked, “Doc, how am I doing?” The doctor replied, “That’s what I’d like to know!”
Don’t ever let a prospect know that you’ve shown up to the appointment unprepared. Better yet, show up prepared!
The patient complained to his doctor, “I have a ringing in my ears.” His doctor replied, “Don’t answer!”
If you’re tired of hearing your own sales pitch, it’s time to change your pitch.
Unfortunately, deals can’t close themselves when the prospect cancels or reschedules appointments. You might not have some of the advantages doctors have when it comes to appointment setting, but that doesn’t mean that you can’t still make bank.
Don’t let the B2B appointment setting blues get you down! Keep bringing in those prospects, setting those appointments, and strategizing, and you’ll seal enough deals to meet your sales goals.