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

Getting invited back for a second interaction with potential prospects and customers is getting harder and harder. "Send me the figures." "Submit your proposal." "Call me in three months." Every salesperson hears these excuses from customers every day. What’s really being said is: "You haven’t given me a good enough reason to spend any more time with you." In this new world economy, where the person with the most unique and memorable selling proposition wins, the key to a sale is getting back in the second time. In Getting the Second Appointment, 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. What matters most, he shows, is value–and the salesperson’s ability to articulate it clearly to a would-be customer. Sporting the practical, feet-in-the-street style that his followers love, this multiple-part book conveys Parinello’s proven, down-to-earth tactics, the how-to’s of getting the second appointment, and the secret of performing Parinello’s powerful "two-call close."

Anthony Parinello (San Diego, CA) is an award-winning salesman and an expert on selling to top decision-makers. He is the author of the bestselling book and audiotape program Selling to VITO, the Very Important Top Officer, which has sold more than 400,000 copies.

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

• Books > Business & Investing > Management & Leadership > Management
• Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques