Cold Calling Tips to Get Your Prospects to Say Yes to a Sales AppointmentCold calling tips that will give you 2 great ways to get your prospects to say yes to a sales appointment with you. The 2 free cold calling tips on gaining the buyer’s agreement have been used and proven by the working sales teams I manage and train. They work for them, and they will work for you. You will convert more cold calls to sales appointments, giving you more money making opportunities.
...This sales training works great for all types of appointment setting calls. Incoming leads, warm prospects, follow up calls, and existing customers.. ...We use cold calls for the examples because they can be the most difficult to make..
Cold call tips to gain agreement to the sales appointment is one stage of the appointment setting process.
Using a process on which to base your call scripts will give you a clear path to follow with each appointment call. It will also give you consistency and measurable results for each stage of the call. You can see an overview of the appointment setting process at Free tips on using a sales appointment process I use a sales training course in a workbook format to train my sales teams on how to make sales appointments. You can get more information on how it works at How to make sales appointments.
The Introduction stage of the process The process starts as you introduce yourself, and what you may be able to do for the customer. To write an introduction that takes hold of the buyer’s attention, open Cold call scripts to build an introduction.
Stage 2 - How to get the prospect to answer Questions When you’ve introduced yourself, and you’re ready to move on to the questioning stage of the process, you need to know two things. One is how to motivate the buyer to move with you and continue the call. The other is what questions should you ask. You can find sales training to give you both those answers at Cold call script for motivators and questions.
You’ve introduced yourself, motivated the buyer to answer some questions that will qualify them as someone you could sell to. Now it’s time to secure the sales appointment that will give you a chance to make a sale. So take a look at these 2 cold calling tips on how to gain agreement to a sales appointment .
1. Show the prospect the benefits of meeting with you If you have read the pages on the earlier stages of the sales appointment process, you will have seen how we use possible benefits for the prospect.
In the introduction stage we use benefits as the reason for the call. Before the questioning stage we give the possible benefits as motivators to get the prospect to give us some information. These are effective cold calling tips that can be used throughout the call. Now, in the agreement gaining stage we can use benefits. The same benefits as the earlier stage if you like, to gain the sales appointment. The message to the prospect that you should write into your cold calling script is:
So we can discuss further how you could benefit can we arrange to meet. The above is in sales speak. It’s the type of line that you read in sales manuals. Very few people actually talk like that. You must write your cold call scripts in your words and phrases. That way you will sound natural and sincere. One of the best cold calling tips I can give you for writing cold calling scripts, is to start with a message that you want to communicate, practice it verbally, and then write it in your own words. You are saying to the customer, from the information you have given me I can see that you may be able to benefit from what I can offer you. The logical next step is for us to meet.
You can combine the first 2 of these cold calling tips.
One way to use the above cold calling tip is to follow it with an agreement gaining question. One that presumes the buyer will want to meet with you because of the benefits you have discussed. We are presuming they will want the benefits. So we are not asking if they will meet with us. We are asking, when are they free to meet with us. To combine these cold calling tips you can first explain, that the questions you have asked have shown you that your product could benefit the buyer. Then simply ask the buyer when they are available for a meeting.
From what you have told me I can see that this product will have many advantages for you. Are you available to meet with me and discuss it further on Monday morning? If the buyer says no, what have they said no to? Not to meeting with you because you didn’t ask that question. You asked if they were available on Monday morning, so they are saying they are not available then. Your answer would be: What day is best for you?
Take the above 2 cold call appointment tips and put them into action.
Practice and role play your sales appointment agreement gaining techniques. Start with using the possible benefits the customer could gain from your product. Use your own words to say: You could gain this benefit, let’s meet to discuss how. Then work on perfecting the second free cold calling tip. A casual question to the buyer on when they are available to meet. You have already explained they could gain some benefit, so you are right to presume they would want to know more. The way to make these free cold call tips work is to make them sound natural. A logical follow on action to the conversation you and the buyer have just had. Make it sound as if all the people you speak to ,that could benefit from your product, agree to meet you.
Free sales training on appointment setting As a visitor to this website you can get the free sales training workbook course on sales appointment setting. A quick to use no nonsense approach to the basics of making sales appointment calls. Try it out and see what you think. Get more information at Free Sales Training on Appointment Setting.
You can get more sales training on how to make sales appointments by leaving Cold Calling Tips and opening the Appointment Setting section main page
The site has sales training on all aspects of selling. You can start a new search by leaving Cold Calling Tips and opening the Sales Training Sales Tips home page
If you come across a lot of objections when you are appointment setting there is more free help. There is a full page dedicated to helping sales people overcome objections to sales appointments. You can find it by opening Handling appointment objections.
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