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Appointment Setting Tip - This One Sales Tip Increases Your Meetings With Qualified Prospects
This appointment setting tip will help give you a diary filled with sales meetings with qualified prospects that can 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 ought to be aiming to first qualify the chance as somebody who can buy of your stuff. If you don't qualify them you could wind up spending valuable selling time meeting individuals who can't buy from you regardless of how good your sales pitch is.
The stage of the sales appointment call that you qualify the chance can also be important. Qualifying the chance should be the second stage of your call, after your introduction stage. This is because you want to end the phone call when the buyer isn't capable of purchase from at this point you. I have heard many cold calls for appointments in which the introduction stage includes a really good reason behind calling and the listener provides buying signals. The caller seizes the opportunity and would go to the agreement gaining stage of the call. All this time spent on gaining agreement to a meeting and the buyer still might not meet the requirements for qualifying as someone worth meeting.
Addititionally there is the impact on the motivational state of the sales representative. They enter into an optimistic state since they're approaching agreeing a sales appointment, so when they finally get to 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 the sales appointment calls:
1 Begin with an intro
2. Then ask questions to qualify the prospect as someone who can purchase of your stuff.
3. When you have qualified them, proceed to gaining agreement to some ending up in you.
This is a really good base for you to build a call structure on. It quickly highlights whether you should preserve using your time on this call, and identifies the prospects that you should invest your time to ending up in.
