--- title: Do You Even Deserve a Meeting? | The Sales Blog description: If you want a meeting, you have to deserve the meeting. Trying to be sneaky, tricky, and deceitful isn’t a strategy for consultative salespeople. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_271531754.jpg --- ### [Now booking SKO meetings for 2026/27! 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For years, some people in the sales training and development world have suggested that you leave very vague voice mail messages, saying as little as possible to get your call returned. They’ve suggested trust-destroying ideas like recommending that your dream client’s competitor said something about them, pretending to be disconnected in the middle of a statement, or just leaving your name and phone number with a message that you “need to speak with them about an important matter.” The same idea is now being applied to email. In the past few days, I have received emails titled, “Just following up,” and “Information you requested,” when neither of these statements were true. There was no trust yet established, but now both of these salespeople are working from a deficit (isn’t selling challenging enough without starting from behind?). An email I received through LinkedIn said, “To give elaborate details of the purpose of this connection, please email directly on . . .” That’s the pitch? The note is super-compelling, just not in the way the salesperson or his company intended it to be. My mouse found the delete button in milliseconds. - When prospecting, regardless of the medium, your job is to establish yourself as a value creator. Your message needs to prove that you have the ability to make a difference for your prospective clients. The more cryptic or opaque your request, the more certain you can be that it will be ignored, rejected, and deleted. It can’t be any other way when you haven’t established value. - Your second outcome when prospecting is to have a [sales call value proposition](http://thesalesblog.com/blog/2012/06/27/a-value-proposition-for-your-sales-call/) that is compelling enough that your dream client can confidently agree to give you a meeting. When you try to hide your intentions, you prove one of two things; either you have no value proposition, or it is so self-oriented that it is the same as not having one. There has to be something in it for your dream client. It’s always about them. If you want a meeting, you have to deserve the meeting. Trying to be sneaky, tricky, and deceitful isn’t a strategy for consultative salespeople. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 9, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T5:40:52 PM", "datePublished" : "2015-09-09 20:48:35", "description" : "If you want a meeting, you have to deserve the meeting. 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