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In this issue of The Sales buzz

Build into your sales appointment call a reason for calling now, that is related to Christmas. There is some great help on building sales appointment calls at Setting Sales Appointments.

At the start of December I get all my sales team to write down all the reasons they could be phoning a customer, that are related to Christmas.

Examples

The run up to Christmas can be a quiet time for many businesses. This means buyers have time to see you.

Great products that will start the new year with a big benefit to the buyer.

You're phoning to make an appointment in the early new year.

Preparing for the buyer's budget or requirements next year.

These are just examples. Think of specific reasons that you could call your propsects, that are related to Christmas.

If you phrase your reason for the call in the right way you will not have to explain it to the propsect.

When you say with confidence that the reason you are calling is, 'Because it's getting close to Christmas.' It is rare that the prospect will ask you to explain why.

Say it with confidence, and use the word because, and 95% of buyers will accept it.

The important part of this selling technique is that you are using the coming Christmas holiday as your reason for calling to make a sales appointment. It is really difficult for a prospect to then use it as an excuse not to see you. If they do, then it is probably genuine and they really are too busy to see you. In that case you simply arrange an appointment for after the holidays and start your new year off with a selling opportunity. There are very few businesses that are at their busiest both before and after Christmas.

When you see how well this sales appointment making idea works you can start to think about how else you can use it.

What are the regular objections you get from propsects when you're cold calling? Adapt this appointment technique and use it whenever you think you can pre-empt a possible objection to the sales appointment.

There are stacks of sales techniques you can cram into your sales appointment calls.

You can use benefits to grab the interest of the buyer

Add motivators that encourage the buyer to move with you through the call

Selling techniques can gain agreement to each stage of the call

If you want a quick and effective sales training workbook on making sales appointments by telephone then take a look at telephone appointment calls, how to make them and see how much more you can make.

This is the sales training I use with my sales teams to make sales appointments, reduce cold calling time, and ensure we break through our sales targets every month.

If you want more information on sales training to overcome objections on appointment calls then click How to handle appointment call objections. this wil give you great ideas on objection handling that will lead to more appointments more sales and more money.

When I present live sales training around the country I ask how many questions delegates think they should ask on a sales appointment call.

Then we look at what the questions should be, and what the objectives of the questions are. This is a really important area of sales appointment making that many sales people don't work on.

Think about two important parts of your sales appointment call:

1. What information do you need to qualify this prospect for an appointment.

2. How far down the sales process do you want to go on the telephone.

List the information you need to get from a prospect to qualify them as someone that could become a customer by buying from you. Then put this information into effective questions.

Consider how far down the sales process you want to go while on the phone making sales appointments. Can you sell on the telephone, or do you really want to get in front of the buyer to gain the most benefit to you?

If you ask too many questions relating to the buyer's needs they may start asking about price. This can mean you present a restricted sales pitch that doesn't give you the chance to use all your sales skills, and all the possible benefits to the buyer.

Ask only the questions you need to ask

Only go as far as you want to go into the sales process

There is no right or wrong way to ask questions on sales appointment calls. It's a matter of adapting the call strategy and content to get the best result for you. You can learn more about how to do this by clicking Appointment Setting sales training and increasing your sales opportunities.

To build a great sales appointment call using a sales training workbook that has proven successful for many other sales professionals, click the link. Cold Calling Techniques will give you a complete exercise program to build an effective sales appointment telephone call.

Tips on how to make sales appointments

Practical tips on the environment to create to get the most success from your sales appointment calls. How many calls to make, getting organised, who to phone. All great tips modelled on top sales appointment makers that have proven the selling tehniques they use.

How to use NLP in your sales meetings with buyers.

I'm a practitioner of NLP. I incorporate NLP (Neuro Linguistic Programming) into the sales training I use in my daily job as a sales manager. Over the next few issues of The Sales Buzz I'll be giving sales tips and sales training on how to use NLP in your sales role.

These will be proven selling techniques and some new ideas I am working on with my sales teams.

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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The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.