Getting Appointments on the phone by: Jeff "The Sales Pro" Goldberg
Hi TK,
Here are a few things to keep in mind when setting appointments.
First, and perhaps most important, is that people buy benefits. No one cares that you sell printing...they care about what your printing does for them.
A good analogy is that no one wants a car...they want the ability to get from point A to point B...the benefit of owning a car. Most salespeople discuss features, features and more features. In sales you have to learn to focus on the benefits.
I suggest you want to quickly introduce yourself and your company, ("Hi TK, I'm Jeff Goldberg from Jeff Goldberg & Associates") then briefly explain the benefits of what you have to offer. ("We're a sales training and consulting firm. We help companies like yours get more appointments, shorten your sales cycle, and close more business more profitably")
After that you have to tell them why you're calling and I suggest you be honest. ("The reason I'm calling you today TK is to set an appointment. I'd love to come by and find out what you're currently doing to train your sales team, tell you a little about what we do and see if there might possibly be a match")
Finally, ask for the appointment. ("How does your calendar look for this coming Thursday at 10:00?")The prospect will then respond, usually negatively.
The real key to getting appointments is to anticpate the objection and be prepared with appropriate rebuttals. It's also important that even though this is all scripted it must be well rehearsed so that it doesn't sound like a script.
Feel free to call me to discuss further. I'm happy to share advice on this subject! 516-608-4136
Comment from Stephen Craine
Great sales appointment tips, and a great way to show the benefits that you offer your customers.
All prospects are interested in what's in it for them, the benefits. Take the features you would normally tell a prospect about and turn them into features.
What do you think, share your knowledge, make a comment.
