|
|
|
|
Making Appointments
– Convenience in Selling
Appointments are possibly one of the greatest things about sales.
The reason for this is the fact that landing an appointment means
that the prospect is at least willing to listen to what the
salesperson has to say or is interested in the concept of the
product or service. This makes them a more likely sale for the
salesperson. Making appointments is also a more effective use of
time and energy than other forms of what is essentially door to
door selling.
Purpose of appointments
The purpose of appointments is to be effective, that means making
a sale with the lowest amount of wasted effort and time. Most of
the time though sales people go through their day wasting an
incredible amount of time and expending huge amounts of energy
that end up wasted. Travel time, and phone calls with no answer
are two examples of how time can be wasted. This wasted time can
be minimize by making calls while traveling provided the equipment
is available to do so. The travel time from prospect to prospect
is usually not paid for and if the prospects are in different
states or countries it is more effective to know the prospect is
at least interested than simple showing up and finding out the
entire trip was wasted effort. The compensation comes in the
actual sale so it is best to be sure that the prospect is at least
interested as this maximizes the chance for compensation.
Landing appointments
Effective salespeople understand the importance of maximizing
potential sale opportunities and they also understand the
opportunity that appointments afford.
Salespeople are away that the time a prospect has is valuable, by
making an appointment they let the prospect know they value not
just the prospects time but their own. This creates a favorable
impression right from the start. There are several ways to land an
appointment.
The first is by letter. This is a short, to the point document
outlining that the salesperson would like to see the prospect, the
time they are planning on coming and the company they are with as
well as a short statement allowing the prospect to reschedule if
the time is not convenient. The tone of the letter should be
upbeat, positive and indicate that the information the salesperson
has will be of benefit to the prospect. This will usually get a
salesperson into the door.
The second is through an introduction. Usually this involves a
third party who contacts the prospect and provides the foot in the
door. It is usually easier to gain an appointment from a third
party introduction than from a letter. Finally, there is simple
phone contact. This involves straightforward contact with the
prospect, outlining a proposal quickly and requesting an
appointment.
Using the phone to find prospects
The phone book can provide an excellent place to begin looking for
prospects. A salesperson can easily land a number of appointments
simply by using the phone book as a way to locate people in the
area who might be interested. This can also help a sales person to
lay out a travel schedule that will allow them to maximize the
time they have with the sales they can achieve. Making
appointments rather than just showing up shows the prospect that
their time is considered to be valuable and that the sales person
is committed to valuing the work they do and the schedules they
have by finding a convenient time for both salesperson and
prospect.
Source:
http://www.topcommission.com |
| |
Latest Financial News,
Powered By
 |
|
. |
|
|
. |
Reasons to Join a New Affiliate Program
January Homeruns and New Client for Affiliate Marketing Specialists Agency MGECOM
Gaming N ews
Gamesys: Market-ace and Jackpotjoy Affiliate Program a Crowd Pleaser
Top Affiliate Marketing Company for January 2012 is Experience Advertising Affiliate Management OPM
|
| |
|
Click here for more financial news. |
|
