What psychological preparation is needed to maintain high energy and focus in an appointment-setting session?
Many salespeople rely on standard scripts or simply wing it.
Have you ever tried to sit down with purpose and make calls—either to cold leads, past enquiries, or for cold calling?
For most people, it’s not easy to get into the right mental state, let alone sustain high energy to make calls. The most challenging part is maintaining that level of activity for at least two hours.
Does this sound familiar?
- You make a few calls.
- You feel relieved that people were friendly or didn’t answer.
- You now feel you deserve a break after just 3-5 calls.
- Then the cycle repeats.
If generating and following up on leads needs to be done well, then preparation is essential. This includes customised script design and, most importantly, the right mental state.
Behind the scenes at a car dealership, we dive into the psychology of appointment setting. It’s about more than just selling a car; it’s about engaging, adapting, and setting the stage for a meaningful connection.
The reality is, generating leads has become very costly for many businesses. It turns into a sunk cost if it’s not done well. In the automotive industry, lead costs can range from $250 to $750 per lead.
This is not an activity to pick up only when you need to sell more. It should be a constant part of your strategy, no matter the industry.
Here’s a TIP: Ask yourself, What is the objective of the call?
