Getting Appointments over the ‘Phone
By Mike Le Put
Many sales people are great in front of customers.
Their problem is that they just don’t get in front of enough of them.
Why? Well many potentially great sales people lack the essential skills required to gain appointments over the phone. They have never been trained and yet this is without a doubt a Key result area for top performers.
If your selling cycle depends on getting FACE TO FACE appointments, then you must become outstanding in this master skill of selling appointments. It is the start of your sales production line and will ultimately determine your success.
Develop a winning attitude.
An attitude that says my products and services are good and new customers will gain great benefit from the appointments I make with them.
An attitude that says my customers always benefit from my products and service and all my business customers either make money or save money as a result of doing business with me.
Define your target market.
You must define your target market. You must also know who you’re phoning, why you’re phoning and how your prospect is going to benefit from meeting you.
Develop a powerful script.
It’s not good enough to say ‘I’m in your area and I’d like to come and see you.’
You must have a powerful, well thought out and skilfully delivered script.
The script must answer three important questions.
Who are you?
What do you want?
And what’s in it for me?
You may need a different script for different industries or product offerings.
The script must not sound scripted. It must be polite, courteous, friendly, interactive and persuasive.
Qualify the MAN.
When you arrive at your appointment you want to be sitting in front of the right man. That’s not a sexist remark. It means you need to be sitting in front of the person with the Money, Authority and Need. You must cover this as part of your script.
The Receptionist
You need a script for handling the receptionist, the private secretary and any other gatekeepers you are likely to encounter on your way to the MAN.
Objection Handling
You must also be confident to handle the standard objections such as:
I'm too busy
Put it in the post
I'm just collecting information
Leave it with me
I'm not in the market
I can't afford it
We always use another supplier
Tell me about it now
I don't need it
You should contact someone lower down
I'm going on holiday
You're too expensive
You'd be wasting your time.
Selling appointments over the phone is a master skill of high achieving sales professionals.
If you would like to discover how you can master this essential skill call
MLP Training on 01204 88 88 26. Or book on line at www.mlptraining.co.uk.
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Getting Appointments over the Phone By Mike Le Put - To learn more about this author, visit Mike Le Put's Website.
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