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“It can be very tough to gain a first appointment with a prospect.
This is an issue that affects sales people around the world irrespective of your product or service. The first appointment is critical to the success of ongoing business.
Here are 3 tips to make those appointments.
- Preparation is essential. Be really clear around who your target market is and why. Go online and research prospective clients. Look at what they do and how they do it, do they export, import, have multiple branches, where is their head office, who their clients are, who their competition is and what the competition is doing.
- Look at what your offer is and why it would be good for this client. Have a strong value proposition. All your client really wants to know is “WIIFT” What is in it for them. Is it going to save them money, make them money, or put them ahead of the competition and make their offer to market a stronger one. (give them a competitive market advantage). You have to earn the right to that appointment through a strong value proposition.
- Have a great positive mindset, and a strong reason for calling with confidence and belief in the fact that you can add value to their business. Make the call, introduce yourself, (the aim is to get the appointment not sell on the phone). Acknowledge that their time is precious so keep your conversation brief using the KISS principle – Keep it simple sunshine. Ask for the appointment, how you can help them and let them know how long the appointment will take. Thank the client for their time and follow up with an email confirming the appointment.
Every success with your prospecting.
It is coming close to the end of the year and for some of us the targets and budgets have not been met. One of the ways to increase your sales in the short term is to go back to all the clients you have seen this year and catch up with them to see where they are right now – follow up.
You have to talk value otherwise they will not see you.
We normally procrastinate when we don’t know what to do, or we are overwhelmed by the task, or we just don’t want to do it.
The way to get over this or address this is to block some time out in your diary. Chunk the task up into manageable size bites, and then tackle one thing at a time and if it starts taking too long – move on to the next thing.
HIT THE ROAD RUNNING
We specialise in Short course/tailored courses in Sales Training, Customer Services Training, Cold Calling and Prospecting Training, New Business Development, Account and Territory Management, Management and Leadership training. Coaching and Mentoring, Conference and Event Speaker.
We have Public Workshops and Seminars around New Zealand – please look for dates, times and venues on the service page for courses being held this year. We also conduct inhouse training for your team or at another venue of your choice. Please call me to have a chat about how Top Achievers can help your team to increase sales on 0212171663 or email me at firstname.lastname@example.org
If you are looking for a speaker at your next conference to inspire, motivate, encourage and empower your team to dream big and increase sales, please call me on 0212171663 or email me on email@example.com
We specialise in Customised Individual, or Small Group, one on one Training, on site for companies and individuals. Our Target Market is SME’s and Corporates anyone else who wants to be in Sales. We insist on follow up because we believe that this is the part where we are able to make sure that the knowledge gained by participants is able to be used in the individuals sales process to increase sales and Return on Revenue.
The Courses that we Specialise in are Customised short course Sales Training, New Business Development, Customer Service Training, Cold Calling Training, Overcoming Objections Training, Negotiation and Networking Skills, Telemarketing Training, Presentation Training, Sales Leadership Training, New Business Development, Account and Territory Management, Character Profiling Training, On the Road Training, Contract Sales Mangement and Telemarketing, and I speak at Events and Conferences.
We have packages that cover a training session and follow up as well as monthly coaching sessions.