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Guest post by: Peter O'Donoghue Become an Author

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Are you struggling to arrange sales meetings with your sales prospecting?

If you are then it's probably because you don't know the greatest secret to selling new business sales meetings.

When I read other sales books, blogs and attend training courses I am always amazed that no one is really training or talking about this concept. Its one of the basic, fundamental building blocks of an appointment getting system.That's great news for you because you can be one of the few who really get to grips with this concept and use it to make a huge impact on your sales success.

I guarantee you it will.

So what is this fantastic secret?





Well simply put it is this:

"If you want an appointment then sell the value of the appointment and only the value of the appointment!"





Now I know some of you might be think that there must be more to it than this but there isn't. When you make a call, send an email, use direct mail or any other sales or marketing method where the ultimate outcome is to set a meeting then you have to make that meeting valuable. You almost have to productize the meeting to the extent that it has it's own intrinsic value for the person you are meeting.

For me there is nothing worse than when a sales person rings me and utters the line:

"I was just wondering if I could drop by for a quick chat. I would like to ask you lots of questions about your business to understand you better. How are you fixed?"

I don't know if it's just me being a grumpy old man or if most people feel this but there are a few things about this that really get my back up:

• I don't have time to have an aimless chat with a stranger or even with someone I have dealt with in the past.
• I don't want to be faced with an endless round of questions that serve only to provide the person with the information that they need to sell me what they walked into the room to sell me in the first place.

Where is the value in this for me? It's too one sided.

Other common mistakes made when calling are:

• Selling the company background
• Selling the products and service
• Giving prices, order quantities, processes, backup, or discount rates
• Selling you as an individual
• Selling your ‘super benefits'

If you are thinking :

"Hmm, I do that!"

Then you are you in for a real treat here because this once concept alone will double or triple your appointment setting rate instantly.

Before we look at this any further, I want you to take a few minutes and write out what value you provide in your first sales meeting:

Go on do it.

When you get to the stage where you would gladly charge money for the content, information or inspiration you bring about in a sales meeting then that is the stage when your sales prospecting will shoot through the roof. Prospective cleints will be asking you when you can come to see them.

Find out hundreds of ways to help you do this via our free sales newsletter which is availabe from the links in my bio.

Happy appointment setting.....

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