One of the most important events inherent in every sale is an appointment with the decision maker. You will never close a sale unless you schedule an opportunity to talk with the decision maker. Getting appointments with busy decision makers is frequently difficult. Your telemarketers are tasked with making preliminary calls to set up a phone conference, the appointment. While salespeople with boots on the ground know that there is no substitute for the face to face meeting.
Do your homework. Place a value on your product and services. Why does a customer need to do business with you? Contact them with a four- or five-sentence letter or email to your prospect detailing the benefit and value of your product and promise a follow-up phone call. The objective is to get the prospect to take your follow-up phone call. Good prospects don't ignore a compelling offer that has a good value. They will take your call.
When you have the customer on the phone, suggest a meeting, and then ask, "Do you have your appointment calendar handy?"
This is a killer sales question because it leads to that precious appointment.
With your calendar in hand, you then ask, "Is Wednesday at two OK?" "No." "How about Friday at nine-thirty A.M.?" "No." "How about next Tuesday at one?" "Fine." "OK, great, the meeting will take about twenty minutes. See you at one. Thanks."
Successful sales people make appointments to make close. Don't be afraid to have meeting outside the office, whether it is yours or theirs. Great neutral grounds are cafe's and coffee shops. The important thing is to have a one on one with your prospect.
Want to know how you can be a better sales person? Want to know all the Killer Sales questions? Then you need to look at How to Attract Customers with Facebook. One of many resources in lead generation is the use of Social Media. Attract them and schedule your meetings.
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