---

Guest post by: Todd Willard Become an Author

Tweet

---

---

As a sales executive, we many times struggle with setting appointments with the individuals we want to meet with for a sales call.

It is vital that we use an impactful "Initial Benefit Statement" that will compel the buyer to want to meet with us.

If I were attempting to meet with someone in sales, I would use an initial benefit statement that includes a reference to an increase in sales. An example: "Mr. Buyer, I have worked with organizations similar to yours and we have assisted them in increasing their revenue by 10%, I have a sense we can do the same for you, I am asking to meet with you for 45 minutes to explore those areas in your business where we can help."

If I am meeting with someone in operations, I would use and initial benefit statement that includes a reference to an increase in productivity. An example: "Mr Buyer, I have worked with companies similar to yours and we have assisted them in increasing their productivity by 15%. I have a sense we can do the same for you. I am asking to meet . . ."

If I am meeting with someone in finance, I would use a similar initial benefit statement - in this case, I would highlight the fact that we could help them control expenses by 10-15% - as an example.

As a sales executive, you need to provide a very compelling reason on why they should meet with you and this can be done by providing a powerful "Initial Benefit Statement."

WILLARD'S WISDOM

Related Articles

  Managing the Sales Territory Effectively
  Appointment Setting Strategies for Women
  The "Cold Call Presentations" Myth
  Reason Number 13 You Can’t Sell Insurance
  Activity/Activity/Activity
  New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
  Insurance Sales Planning that Works
  The \"Sales Goals Motivate\" Myth
  Stop Managing the Pipeline, and Start Managing Your Sales Team.
  Getting Appointments over the Phone By Mike Le Put
  Cold Calls Anyone?
  Sales 2.0 Tools Have Their Place, But Where Is It?
  Powerful, Persuasive and Motivating Language
  Power Words
  Managing Sales Motivation - Find the Motivational Drains
  What are the 2 Missing Links that Guarantee Sales Strategy Failures?
  Monitoring Inside Sales Productivity
  All Sales People Use Scripts
  Sales Stops & Starts
  Appointments, How Not to Waste Your Time

Related Forum Posts

Online Sales and Marketing vs Traditional
Re: Online Sales and Marketing vs Traditional
Re: How do you monitor what people say about you in the web?
Re: What is Your Favorite Thing About Owning A Business?
EvanCarmichael.com suggestion

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

The Benefits of having a Company Uniform

Build Trust Fast

Koch Industries' Environmental Crimes

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.