About David Rankine

Founder and President of Professional Prospecting Systems.

Appointment Setting Secret #1: Sell me the sizzle

From the desk of Joe Prospect I get hundreds of calls every year from salespeople trying to book an appointment with me.  You have probably been one of them.It may surprise you to learn this, but some salespeople do actually succeed in booking an appointment with me. Appointment Setting Secret #1:  Sell me the sizzle not the steak! Tell me what you are going to do for me in terms of the end result but don’t tell me exactly how…

Do prospects see you as one of the herd?

From the Desk of Joe Prospect The Battle for Your Prospect’s Mind Whatever your business is, if you do not create a unique position in my mind, I will think of you as an accountant, or insurance broker, or printer or whatever profession you are part of. I will see you as being the same as everyone else in your group. Whatever associations I have already formed about your group, I will attach automatically to you. If you  are an accountant…