Selling in Tough Times Newsletters
Feb 2011How to Get More Appointments by Phone
No matter how you initially find a lead, whether from a referral, a networking event or simply a cold list, at some point you must pick up the telephone and speak with that prospect. If that initial telephone conversation does not go well, you will not move to the next step in your sales cycle. Step one is always the introductory call where you will introduce yourself, your company and your products or services. The objective of this call, (assuming it goes well), is to get a new appointment with a potential sales prospect.
However, in order to get that appoint you must have a compelling conversation with the potential buyer. This telephone conversation should be structured. It should be well thought out in advance and scripted where appropriate. It should have compelling potential reasons why it will be in the sales prospect’s interests to meet with you, and it should be a vehicle to gather information about the potential sales opportunity. It all sounds straight forward?
Yet many, professional sellers avoid using the telephone to set appointments. They cite lack of success, ability to generate leads a different way, and being too busy as reasons why they don’t do it. This avoidance leads to poor pre-call planning, poor technique and poor results
In this document, we will provide you with proven best practice techniques and planning guidelines that will take the fear and reluctance out of using the phone to get more sales appointments. We hope you find it useful.