News : Get Appointments Over the Phone
Learning how to turn your phone into an Appointment Making Machine can make the difference of success or failure in your job.
Today, I want to cover some useful tips that will help you and give you a thrust for your future development.
Many Sales people are good in front of customers. The problem is they just don’t get in front of enough of them.... So, if you are responsible for making your own appointments here are some ways you can book yourself busy.
How can you Increase the number of Appointments you make? with our 3 D’s
Develop a winning attitude
Success breeds success. Always act in a manner consistent with our self-image. You need to have a self-image of yourself as a winner. You need to walk like, talk like, dress like and act like a winner.
Define your target market
The greatest power in the world, take the line of lease resistance. Electricity, Floodwater, even a Lightning strike.
So should you.
• Go for people who are most likely to want your product or service.
• Customers. If you have sold them a cup go back and sell saucer then a spoon then some coffee then some milk.
• People who look like your customers. If you have sold to printers. Look for other printers.
• Unconverted enquiries unconverted quotations (a GOLDMINE)
• Referral marketing promoting products or services to new customers through referrals.
Develop a powerful script
When the Phone rings and your prospect answers they are trying to work out three things:
1. Who are you
2. What do you want
3. What’s in it for me.
Your Script has to answer these questions.
Who you are depends on who you need to be in order to get an appointment with this person without lying and misleading.
It can be true to say I work with Big corporations. And It can be True to say I work with Small corporations. But you need to know what to say and when to say it.
Under the What do you want. It is simple you want and appointment.
Don’t sell the product SELL THE APPOINTMENT.
Under the what’s in it for me only talk about Relevant benefits and keep them Relevant.
Another key area to make sure your knowledge and skills stack up is Identifying and handle objections.
Many Salespeople think the best time to handle objections is when they come up. This in fact is the wrong time to do it. The right time is before they come up.
You should come up with as many objections as you can think of, and ways to handle them before you pick up the phone.
We have identified 14 standard objections that salespeople face every day.
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