Booking a sales appointment

Sellers who are not successful in getting quotes are sometimes told by others, "It's not you; we're in a bad economy." My argument is that maybe it's you. Think about it a minute: When you get a real person on the other end of the phone line instead of a voice recorder, what are you saying and in what order? Are you bothered with the sale or you want an appointment? Getting an appointment and setting it up nicely is an important and vital step.

Rarely is there a sale without a face-to-face encounter with the prospect. Now that that is settled let's talk about what marketers can do to improve their sales performance. Let's start by looking at securing the infamous sales appointment. If you are listening to your potential customers say something to the effect, "I am not ordering" or "I am perfectly satisfied with my current supplier," take it personally!

Sellers who are not successful in getting quotes are sometimes told by others, "It's not you; we're in a bad economy." My argument is that maybe it's you. Think about it a minute: When you get a real person on the other end of the phone line instead of a voice recorder, what are you saying and in what order?

After introducing yourself and your company, do you immediately throw yourself into a litany of reasons why your product or service is just what the prospect needs? Are you so grateful to have a person live on the other end of the phone that regardless of the resistance of the prospect is they going to get an appointment? If so, be careful: You may already perceive yourself as a person who cares more for yourself than for your prospect.

The real question is, "Do you have a plan or telephone script that works?" You may know what your goal is (to get the appointment), but if you have no idea how to increase your chances of organizing a face-to-face meeting, why pick up the phone?

Most marketers who are in it for the long term and who love the thrill of hunting as much as the victory of closing the deal know exactly what they are doing well. They are not randomly trying this approach or that until something sticks to the wall. They have already gone through anguish and have learned not only to avoid them, but also to predict them. They have a plan.

You can talk over the phone, you can chat but setting up a face to face appointment is the best way to close a deal and settle your order.