How To Double Your Sales Appointments In Half The Time
To double your sales appointments in half the time. Develop an effective call to action using strategic words and phrases. Create a visual reference to the prospect of how long it will take and what will happen during the first initial meeting.
Develop your call to action statements as a step by step process. The object is to have your prospect inform you that they see enough benefit in your product or service and are ready to move onto the next stage in the assessment.
It probably takes on average about 30-35 minutes for the initial meeting. Here you will recap why you are there. Offer a brief synopsis of the product or service to gain a commitment to begin the next stage of the sales process.
But if you were to ask a business man for more than 15 minute of his time, your closing ratios on sale prospecting would rapidly go down. Business people they have little time for distractions that are not in line with their business plans; especially the idea of meeting with a salesman “who only wants to sell something that I don’t need”. To their mind if something was broken they would have already gone and fixed it.
Support your call to action with 3rd party valuators which are parallel to the prospects own business objectives. These valuators could be ROI figures, business statistics and other relevant success stories.
Avoid 1st party references
Business prospects do not care what you think! Statements like “here’s what I’d like to do”, or “In my experience this is what I would do” are to be avoided. You are still perfect strangers, and the prospect has no reason at all to believe a word you say. So why should we reference what we think or what we have found to work. So avoid 1st party references when making a sales prospecting call.
Back up your calls to action with real verifiable facts. Use case studies of customers in the same industry. Or by accumulating ROI statistics in relevant businesses that are in line with the prospects business and challenges. These 3rd party references should be applicable to the prospects world and not just a one sided salesman’s view.
Develop responses to all possible objections
Try to think of all the possible objections and document them. There are only a limited number of scenarios in any sales process. If you can identify each and every one and train yourself to overcome them, you will be on the way to becoming an excellent sales prospector
These objections could be something like “I’m happy with my current supplier”, “I am under a contract” or “Send me the information through the post”. Develop powerful responses that will help you brush off these objections easily.
Develop best practices and communication procedures for each scenario. Best practices are technique’s the have been honed over time and proven to lead to the desired result.
Your sales prospect will initially place you in a pigeon hole that you don’t deserve to be in. They will fit you into their past experience, good or bad and you must differentiate yourself immediately when responding to objections whether they be spoken or implied.
Professional sales people need to practice before an event just like professional sportsmen and women, “to keep on top of the game”. So place all this experience into a learning system to be learned from and added to over time.
If you can double the amount of sales appointments you make, in half of the time you will make more money – more appointments = more sales.