If you want more sales quotes, here’s a simple explanation of how to rephrase your point of view so you can present a simple pitch that encourages prospects to respond.
I know that not everyone has had the advantage of good sales training to make appointments. Self-employed people who run their own business and people who sell only as part of their role may not have had access to effective courses.
I’ve also had many sales clerks and sales managers ask for user-friendly ways to get a dating agreement because the corporate training they’ve received has been complicated, full of mnemonics, and doesn’t work outside of the classroom and unrealistic. role playing games.
The training process I’ve used with the teams, individuals, sales managers, and trainers I’ve successfully helped increase results begins with having a simple point of view.
Reframe how you view your appointment call
When making appointment calls, it’s important to start with a simple framework, a straightforward point of view from which you see the call process and what to say to the prospect.
You are not trying to trick or intimidate the prospect into agreeing to meet with you. If you do, they will simply tell the receptionist that you are not available, or hide behind furniture, when you show up for the appointment.
Twenty years ago, trainers and sales managers told their teams to view the cold calling process as a long corridor where callers weed out the prospect. The corridor had many doors on each side and the callers, with their skillful techniques, closed all the doors when the prospect reached them to avoid escaping. The goal was to leave only the door leading to the sales appointment open so that the prospect had no other route to choose.
Vendors and appointment schedulers felt they had no choice but to learn these leak prevention techniques. But if you have to do this, have you really targeted the right prospects and are you wasting valuable sales time when you go to the appointment?
If you want more pre-qualified appointments that lead to closed sales, then your point of view, the frame with which you view the situation, should be centered around a simple process of communicating the potential benefits of meeting with you to discuss what the prospect could gain. what do you sell
Keep it simple to get more sales appointments
Remember the best advice ever given in sales training: Keep it simple!
Here is a simple alternative framework with which to view your appointment calls.
Your point of view should be:
Your call is to propose to the prospect that you should meet so that they can later make a decision on whether to buy from you based on the proposal you present to them.
The prospect can’t make a decision about whether to buy from you now, and they can’t object because they don’t have enough information yet.
By agreeing to meet with you, they will only be committing their time to further investigate the potential benefits they could gain.
There’s no need for linguistic tricks or intimidation, and there’s no need to wear the buyer down until they hang up the phone or give in to your request and then probably won’t show up for the meeting.
Simply present this simple proposition to your prospects, in your own words, using the potential benefits of your products and services as a reason to keep talking.
By taking this alternative point of view, you have a logical reason why you might assume they’ll want to meet with you, which will boost their confidence and take the burden off your prospect of making a decision now. You’ll easily find the words you want to use to communicate this proposition to them, and it can all be done in a simple friendly conversation with the prospect.