PortiaSchuetz928
出典: くみこみックス
Appointment Setting Tip - That one Sales Tip Will Increase Your Meetings With Qualified Prospects
This appointment setting tip will help provide you with a diary filled with sales meetings with brings that may purchase from you. Put this telephone tip into action and you will have a properly structured sales cold call that will make effective utilization of your selling time.
When you are contacting prospects to arrange sales appointments you should be aiming to first qualify the prospect as someone who can buy from you. If you do not qualify them you could wind up spending valuable selling time meeting individuals who can't purchase from you no matter how good profits pitch is.
The stage of your sales appointment call that you qualify the prospect can also be important. Qualifying the chance should be the second stage of the call, after your introduction stage. This is because you need to end the call if the buyer isn't capable of buy from you now. I have heard many phone calls for appointments in which the introduction stage has a great reason for calling and the listener provides buying signals. The caller seizes the chance and goes to the agreement gaining stage from the call. All this time spent on gaining agreement to some meeting and also the buyer most likely will not meet the criteria for qualifying as someone worth meeting.
There is also the effect on the motivational state of the sales representative. They enter into a positive state because they are approaching agreeing a sales appointment, so when they finally arrive at the questioning stage that motivational high takes a big hit and rapidly descends. Imagine how they feel because they start their next cold call.
So the appointment setting tip is: Use an effective structure for your sales appointment calls:
1 Start with an intro
2. Then ask questions to qualify the prospect as somebody who can buy from you.
3. If you have qualified them, proceed to gaining agreement to some ending up in you.
This can be a great base that you should develop a call structure on. It quickly highlights whether you should continue making use of your time on this call, and identifies the prospects that you should invest your time to ending up in.
