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In this issue of The Sales Buzz

The Sales Buzz and the Sales-Training-Sales-Tips website give you selling techniques and sales skills that I have tried and proven with my working sales teams.

In a recent telephone session with my sales team we focused on one area of the call and put a new action in place. With this one action we have:

Made a massive increase to the sales we signed from the appointments made.

Rocketed the productivity of our selling time.

Boosted our sales results and commission and bonus payments

Add this selling technique to your sales appointment calls and build it into your call structure.

...Not sure about which sales appointment call structure you should be using? ...No problem ... read on and and get enough help to put an effective appointment setting call into place today...

You probably already do this but...

Sometimes we do things unconsciously. ...No not asleep, or in a coma... although when I see some sales people slouched at a desk making sales appointment calls...

If we take these actions done without thought, and bring them into conscious focus, develop them, send a spark of new life Buzzing through them, they become super effective. ...And as a result we earn more money...

That's what my sales team did and what a difference it made to our sales appointments

A few weeks ago some of my sales team got together for a telephone appointment making session. During that session they made one simple change to what they had always done, and made a massive increase to their sales conversion rates.

After listening to some of the appointment making calls, and giving some coaching and feedback to the sales team, we took a break and got out the flip chart. We were looking for ways to increase the end result, sales techniques that would give was more sales from the appointments we were making. What we came up with was a simple addition to the sales appointment telephone calls.

So you can understand the change that we made, and how it fitted in to the calls that we were making, here is an overview of the call structure that we use. We base our appointment making telephone calls on a very simple process. The sales appointment call process that we use is built around:

Introduce yourself and the company

Give a reason for the call that may benefit the prospect

Motivate the prospect to answer your questions

Ask questions to see if the prospect could benefit from your service or product This is the part of the call we developed.

Give a reason why you should meet based on the answers to the questions

Ask for the sales appointment

Deal with questions or objections

Arrange the appointment

Close the call

This is a simple framework on to which each individual can add their own unique words and phrases. If you would like to see more information on using and putting into action this effective sales appointment call structure open the Sales Appointments main page.

We wanted to make the best possible use of the sales team’s selling time. So we looked at the information we required that would make the sales meeting far more effective. We also looked at the information we were gathering about the prospect.

Using the flip chart we built a list of the information that would identify how hot the prospect was, and give us great information to help us prepare for the sales appointment. We kept the list brief and only included the most useful criteria.

This list was information important to us in our marketplace, and included contract end dates, current service details, access details, and information on the buyer’s decision making process.

...The most important question was ..Could the person we were talking to make a decision on buying...or were we going to meet with a prospect that couldn't buy from us.

It’s important with any change, any action that you take, to measure the results and see how effective it has been.

The first thing we noticed on our appointment making session, was that the number of appointments we were making decreased. This was worrying at first but then we realized the decrease in appointments made was a positive. It was because we were deciding that some appointments were not going to be an effective use of our selling time. Because we were now using a list of questions to qualify the prospect as a potential customer, we could make informed decisions about making an appointment.

In the weeks that followed we recorded a fantastic increase in the conversion of prospects visited into buying customers. We were meeting with potential buyers that met the criteria we had added to a sales appointment calls. We have now gone back and refined the questions that we ask to make a sales appointment calls even more targeted.

How can you now put this action into place and benefit from the results as we did?

Start by making a list of the information that you need to know about your prospects. Think of this information into sections.

Firstly, information you need to know to decide whether this prospect qualifies as a potential customer.

Secondly, the information you would like to know in order to prepare for the sales appointment with the prospect.

But I’m already doing this

You are probably already doing this to some extent on your telephone calls. But have you thought about it, have you brought it into conscious focus, and are you using this selling technique to get the best result you can.

When making sales appointment calls every word counts, every phrase and sentence must be adding something to the call. It is only when you bring each section of the call into conscious focus, work on it, and keep making improvements, that you will get the best results.

If you would like to see the sales training course on making sales appointments that I use with my working sales teams, presented in a complete training workbook program, open the Sales and training Solution page on the website and start filling your sales appointment diary today.

For some time now I've been working with a clinical hypnotherapist to see what we in sales can gain.

In return I have passed sales presentation skills that can make hypontherapy more effective. One of the topics we have been working on is a technique from NLP (Neuro Linguistic Programming) called Future Pacing.

In the next edition of The Sales Buzz we'll look at how we can use Future Pacing to help understand and overcome sales objections. This is a fascinating new viewpoint and will throw up many new ideas that you can use to be even more succssful.

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.