Thoughtful Thursdays – Getting the appointment
Another common barrier sales people encounter is getting appointments with the people they want to see. Let’s face it, people are busy and often do not have the time when you have the time.
Todays thought is about things you can do to help get those appointments quicker.
- Remember that the sale you want to close is for the meeting, not your product or service.
- Conduct some research about your prospect and use that information to gain insight as to why they would want to talk to you. Use the insights to craft what you will say.
- Know how your product and/or service will help the prospect and communicate it.
- If you encounter a gatekeeper, engage them before asking for their help connecting with the person you want to see
- Be prepared to leave a voice message. Know what you are going to say before you say it and keep it clear and succinct.
- Be realistic, it may take several attempts before the meeting can be nailed down.
- Follow up and be persistent. That does not mean calling every day, but on a regular basis.
Good selling,
Richard
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