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Setting Sales Appointments

Guest post by: Todd Willard

Article Overview: Tips on getting the buyer to accept that first meeting.

Setting Sales Appointments

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

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Article Tags: sales, sales appointments, sales training, selling



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