Telemarketers set appointments but they don’t try to sell the product.  And they shouldn’t.  That’s what your sales people are for.   It’s a proven fact that in-person meetings reap the highest sales rate. 

An appointment setter is trained to call the decision maker and entice them with the benefits the product offers.  And when the prospect wants to hear more, they set the appointment for a sales person. 

It’s the job of the telemarketing appointment setter to create the prospect’s desire to hear more about the product.  That’s all.  No selling.  That’s not only because selling is the job of the sales person, it’s because too much information over the phone may lead the prospect to get bogged down in a discussion and say no.

A good appointment setter should make it short and exciting, saying generally, “These are the benefits (name them), and that’s why other businesses (use references if possible) use this product.  You could have these benefits too…  When can our representative come by and tell you about it?  Tomorrow or Wednesday?”  Set a specific time. 

Then send out your best salesperson on that appointment!