Reddit mentions of Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere

http://www.amazon.com/gp/product/0684824744

Best sales book I've ever read

They key to setting an appointment is to have a really good "opening" process.

Ask lots of really good opening questions, listen to the response then relate their individual response to a benefit that your company offers.

Then once you have finished all your opening questions, summarize it all back to them with the benefits and say "well, after talking to you Mr Prospect it's obvious that there is a lot our company can do for you. I see you are based in [town], Our senior consultant is actually going to be in the area tomorrow, I am sure he can spare 5 mins to drop some information off to you, when is a good time you will be available?"

Then if they say "we are not interested" you have all the answers from their opening questions that highlight the fact that they should be interested and makes it easier to push them for an exact specific reason why they don't want the appointment.

The secret to opening is listening to what they say. If you do it right then you will build a really strong rapport with them.

This is an old book but after reading it I doubled my earnings, it's worth a read if you have time: https://www.amazon.co.uk/Advanced-Selling-Strategies-Techniques-Salespeople/dp/0684824744

Hi, I recommend you read 'Advanced Selling Stratagies' by Brian Tracey. It is the most complete book on selling I've ever read. The first half of the book is about how your attitude towards life and work affects your sales, he gives numerous methods for increasing your personal power and taking control of your job. The second half is massive list of tips for maximizing your opportunities at every part of the sales process.

http://www.amazon.com/gp/aw/d/0684824744/ref=redir_mdp_mobile?pc_redir=1414443561