Getting the Second Appointment: How to Close Any Sale in Two Calls!

by Anthony Parinello

Book Overview

In this book , 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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0471487236
• ISBN13: 9780471487234
• Release Date: March 2004
• Publisher: Wiley
• Length: 245 Pages
• Weight: 0.78 lbs.
• Dimensions: 0.7" x 6.0" x 9.0"

Customer Reviews

One of the best of its kind

In the sales game, the road to closing is oftentimes difficult to navigate. The roadblocks that show themselves in the form of gatekeepers, decision-makers, self-sabotage, and more are plentiful. In Anthony Parinello's new book "Getting the Second Appointment," he sheds light on how to negotiate the sometimes vicious sales cycle from the initial cold call to the request for business. In this book, Parinello (Selling to VITO) takes on the tremendous task of teaching salespeople how to sell in a relatively short amount of time, specifically after two phone calls. He schools salespeople on how to approach each key player in the sales hierarchy, including approvers, recommenders, influencers, and decision makers. The author infuses Maslow's Hierarchy of Needs and applies it to the personality types of the top officers of any organization. Parinello even gives great advice on how to approach gatekeepers and use them as allies. "Getting the Second Appointment" is part motivational book and part step-by-step instructional manual. Parinello uses practical examples that are especially useful for those people who are in phone sales. The book also offers online collateral for continued education after reading the book. This is by far, one of the best, groundbreaking, easy-to-follow books ever written on the topic of sales. It is a must read for any salesperson, from the novice to the top bell ringer. Emanuel Carpenter [...]

The techniques shared in this book have brought me success.

I have had this book for 2 months now and I am starting to see the return. The book has a tremendous amount of content and can be utilized as a guide for years to come. I sell in the IT industry and here is what I have accomplished with many of the techniques in this book.I have reduced my pipeline by 40% with an increase in my sales of about 25% by having quality business and opportunities. I have become more successful when I get in front of a C-level exec by talking "their" language and not getting sent down to their staff all the time.I have used the squeeze technique in his book and it works like a dream.I will admit, ADD gets in my way of reading. This book gets right to the point. How to get there and what to say when you do.

A wonderful how-to on getting the second appointment!

I love this book because it has a practical feet-in-the-street style and you immediately learn all of the how-to's of getting the second appointment. I recommend this book to everyone!

A must read for ALL Salespeople

Based upon reading Tony's new book I have instructed my sales team to "either get a committment on the second appointment from your prospect or move on!" Tony's techniques in this book has already saved us time and significantly decreased our cost of sales! Why couldn't he have written this sooner!