Getting the Second Appointment: How to CLOSE Any Sale in Two Calls! [Paperback]

Anthony Parinello (Author)

Book Description

Publication Date: March 22, 2004

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 and customers. This three-part book uses the sort of practical feet-in-the-street style that Parinello’s followers love to teach salespeople the down-to-earth how-to’s of getting the second appointment and performing Parinello’s proven “two-call close.”

Editorial Reviews

From the Back Cover

Praise for Getting the SECOND APPOINTMENT

"Another great book from Tony Parinello! If you’ve ever lost a sale between your initial presentation and the second visit where you get their approval on the paperwork, this book is for you! Learn how to keep more of the sales you thought you made."
–Tom Hopkins, sales trainer and author of How to Master the Art of Selling

"Finally, here is a powerful, practiced, no-nonsense book that tells you exactly what to do and say to make more sales faster. A masterpiece!"
–Brian Tracy, author of Create Your Own Future

"Tony Parinello’s new book, Getting the Second Appointment is terrific. It is jam packed with solid sales strategies and tactical tips that will improve any sales professional’s top line!"
–Don Hutson, CEO, U.S. Learning and author of The Sale

"This is Tony at his best–nonstop and high value."
–Dave Stein, author of How Winners Sell

"Tony’s style and approach has made him one of the most popular speakers, radio hosts, and authors. Through his book, he deftly teaches the salesperson what to ask, say, and when to say it in order to get the second appointment and effectively perform the two-call close."
–Dave Mattson, VP Sales, Sandler Sales Institute

"Tony Parinello has done it again! Another original book full of practical examples, useful step-by-step strategies, and compelling insights to help salespeople be more successful. This book has a wonderful mix of practical examples and interconnected sales principles drawn from the author’s extensive experience in the sales profession that anyone can relate to and immediately apply to their sales approach."

–Madelyn Burley-Allen, President, Dynamics of Human Behavior

"If you need bigger sales in the shortest possible time while getting customers to love and trust you for life, then Tony Parinello is the only author who can guarantee you will reach your goals."
–Nance Rosen, author of Why Customers Buy

"After reading Getting the Second Appointment, I’m convinced that if I had had this information when I started my business in 1987, we would be hundreds of thousands of dollars richer today. This is a wonderful, clearly laid out, step-by-step system for anyone who wants to build lifelong, profitable relationships with their customers. Tony really demystifies what it takes to be successful in selling. Valuable for both start-ups and mature businesses, this book should be in the library of every entrepreneur."
–Susan Berkley, President, The Great Voice Company, Inc., and author of Speak to Influence: How to Unlock the Hidden Power of Your Voice

Product Details

• Paperback: 245 pages
• Publisher: Wiley; 1 edition (March 22, 2004)
• Language: English
• ISBN-10: 0471487236
• ISBN-13: 978-0471487234
• Product Dimensions: 6.1 x 0.7 x 9.1 inches
• Shipping Weight: 12.6 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #498,923 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

16 of 16 people found the following review helpful:

5.0 out of 5 stars The techniques shared in this book have brought me success., June 25, 2004

By 

Drew (Phoenix, AZ United States) - See all my reviews

This review is from: Getting the Second Appointment: How to CLOSE Any Sale in Two Calls! (Paperback)

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.

12 of 13 people found the following review helpful:

5.0 out of 5 stars One of the best of its kind, August 25, 2004

By 

Emanuel Carpenter... Author/Reviewer (Atlanta, GA) - See all my reviews

This review is from: Getting the Second Appointment: How to CLOSE Any Sale in Two Calls! (Paperback)

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
[...]

9 of 10 people found the following review helpful:

5.0 out of 5 stars A must read for ALL Salespeople, April 2, 2004

By 

Chris Murch (USA) - See all my reviews

This review is from: Getting the Second Appointment: How to CLOSE Any Sale in Two Calls! (Paperback)

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!