December 02, 2008
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In this issue of The Sales buzz
When you call a prospect to try and make a sales appointment, how can you grab their attention and get them interested?
The introduction stage of your appointment setting telephone call is where you make your call stand out from the rest. In this issue of The Sales Buzz I'll show you how.
We'll look at how you can build a stuning introduction that gives all the information needed, and has the one special line that will make you successful by filing your diary with sales potential.
Sales Appointment telephone calls
Make your introduction grab their attention
You've got through to the buyer, the decision maker, or someone of influence, that you want to make a sales appointment with.Now you're going to give an introduction, so what do you say?
What information should you include, and how are you going to influence the buyer to move through the appointment call with you, towards agreeing the appointment? How are you going to stand out from all the other request the prospect gets from other sales people.
I'm a working sales manager, and every month I get several calls from recruitment agencies asking me to use their services, or meet with them to discuss my recruitment needs.
They bore me. They all sound the same.
All the calls from the recruitment agencies sound the same. They all follow the same pattern. They all ask the same questions.
They start with an introduction of who they are, their company, what they can offer ...which is no different to what all the others are offering...boring! boring! boring!
They ask how many people I manage, how things are going, and have I any vacancies. When I say no they try and get information about the company, and other manager's names so they can waist their time with the same boring sales calls.
Where's my benefits?
I'm a potential customer. What motivation have they given me to meet with them, or to use their services? Why should I even continue through the sales call with them? What's in it for me? What's the difference between all the recruitment agencies that telephone me? If I did need an agency how could I choose one from the other?
What about your prospects, do they feel the same?
When you make a sales appointment call to your prospects do they feel as I do when the recruitment agencies phone me?
There is some basic information you want to get into the introduction stage of the sales appointment call.
Your name
Company or product name
...There is a great sales technique to make how you introduce your name, and the company or product, interesting for the prospect... to find out how click the link and open Appointment Setting sales techiques and see how to make a great introduction.
And the most important line of your introduction:
The reason for your call.
It has to be a reason that is a potential benefit for the customer. The biggest mistake in the first part of a sales appointment telephone call is not to give a potential benefit for the customer. When coaching sales people I've even heard reasons for the call that are a benefit for the seller, not the buyer.
You want a reason for your call that makes you stand out from the other callers. Consider your company sales message. Do you sell on quality or service? Can you offer the best value or lowest prices? Are you an expert in a niche market?
What is it that you can offer that makes you stand out as being able to offer a benefit to the customer?
The recruitment agencies that phone me don't offer any possible benefits for me. There is nothing that makes one stand out from the other. If you were a recruitment agent what could you tell me that could be a benefit to me?
Possible recruitment benefits
Low percentage fees
Personal account manager
Proof of past success for similar customers
How they can get me the best sales staff
Evidence of their expertise in my market place
Full refund if employee leaves within 6 months
Discounts for regular business
Use of their premises for interviews
Proof of quality of candidates
As a potential customer I need a reason to listen to what you have to say, and to consider doing business with you.
Now write a quick list of all the reasons you can give a prospect so they will listen to you. Include all the benefits you can offer your customers. What is it about you, ... are you an expert...do you have something special in your background...
What is special about your company or product. What does it do for the buyer. If you want help with building your sales appointment call take a look at Making Sales Appointments and Cold Calling Techniques. This is the sales appointment telephone call strategy that my sales teams use.
Do you know how to motivate the prospect to move with you to the next stage of the call?
Click telephone appointment calls, how to make them to find out.
The Sales Buzz
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.
Stephen Craine
Sales-Training-Sales-Tips