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In this issue of The Sales Buzz

Appointment setting objections stand between you and a sale, and the rewards. Pick up some effective sales training on how to overcome these objections and get yourself in front of more buyers by seeing how to handle appointment setting objections

Give us your opinion

Read and learn more on appointment setting and handling objections on sales appointment calls, and leave us your comments. Take a look at what else there is further down this newsletter.

Appointment Setting Objections

You can read that edition at Sales Buzz back issue.

This week we look at appointment setting objections that you come across later in the call.

What's in the buyer's mind?

You've followed all the sales training on How to make sales appointments.

You've got to the part of the call where you ask for the prospect's agreement to a sales appointment, and now they throw an objection at you.

I'm not intersted

We're not looking to buy right now

Well how much is it?

How do you overcome these, and similar objections to a sales appointment?

I'm not going to give you the same tired old answers that have been around for years. The days of answering any type of sales objection with pre-set answers are long gone.

Let's take a new and more psychological approach.

What is the customer thinking at this stage of the sales appointment call when they raise an objection?

Usually they are thinking about the product or service you sell. They are trying to make a judgement on whether it will be of benefit to them if they were to buy it.

In their mind they have viewed your call as a sales call. And the objections they are now throwing at you are objections to the sale, not the sales appointment. The buying decision they are making is based on the very limited information you have given them while trying to make an appointment.

How do you overcome these objections

To handle these appointment setting objections you change the viewpoint the prospect is using to frame the call.

You guide them away from the idea that you are trying to sell them something, and you move them towards the thought that you are asking only for a meeting with them.

You sell the meeting as if it was a product. You use the features and benefits of the sales meeting to gain the prospects acceptance to see you.

One of the key benefits you can use as a reason they should meet with you is:

Once they have heard and seen what you can offer them they are in a position to make a decision, now or in the future, on whether your offer is right for them.

Other reasons they should meet with you:

• So you can gather information and tailor a proposal for them
• Give them information about your product so they can compare it to with others
• Offer alternatives, with new benefits, to what they currently use

There are many more. Make a list while it's fresh in your mind. How many more reasons can you think of for them to meet with you?

The reasons may depend upon your industry, market place, and customer type

If you sell directly to the public you will have different benefits of meeting with you than if you sell B2B.

Direct sales appointment benefits can include:

A free gift or reward

For more on this see what one of our website visitors wrote at Give something away to gain a sales appointment.

Details of an offer with a time limit

Information they can use now or in the future

A better way of doing something

A way to fulfill a need they have now or in the future

B2B sales people can use benefits of a sales appointent that include:

An introduction as there local representative

Details of products for future use

A price comparison

Industry or legislation knowledge

Sell the benefits of the sales appointment

When you are handling appointment setting objections remember this key point:

Sell the possible benefits of meeting with you, do not sell the product. Leave that until you meet with teh prospect.

So if a prospect raises the objection:

I'm not interested, or I don't want one. You re-frame their viewpoint by explaining the benefits they could gain from meeting with you.

You may even tell them that you couldn't sell them your product over the phone if they did want to buy. First you have to meet, gather some information about them and their needs. Only then will you make a proposal, and only if you know you can benefit them.

But all in your own words, and with the best benefits you can offer. You can see much more on Appointment Setting and Handling Appointment Objections.

To see the home page of the website open Sales Training Sales Tips and move from Appointment Setting Objections.

Making sales appointments One of the visitors to the website has kindly written a review of the sales training workbook course, Making Sales Appointments by Telephone. See what it did for them and if you would benefit, by clicking the link.

I can't give you their name

Spam, cold calls, and too many sales approaches have caused many companies to become hostile to sales appointment calls. See the atrt of a great post on how to overcome this at What's in it for me.

The first minutes of a call

How would you answer this request from a visitor to the site. See what answers you come up with at The first minute of a call.

In next week's issue

In the next issue of The Sales Buzz we look at sales objections to price.

How to handle them, what causes them, how to identify what the buyer is thinking when they make them.

Objections to price is an important objection that stops many sales. Make sure you have a way of handling it.

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

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Wishing you the very best with your sales career.