Although many people believe that their sales appointment is more or less done when they are finally through and speaking to the prospect thus they be supposed to primarily focus upon the a�?passing through the gatekeepera�? process, my absolute conviction is in the utter necessity to make up a thorough script that should be used while speaking to the prospect. Here are some of the major things that I say on the phone to convince my prospect to take a meeting:
Name- I always call potential clients by their first names. It doesn’t matter if it’s Oprah Winfrey or Bill Gates. My greeting would nevertheless be “Hi Oprah” or “Hi Bill.” I do this because I want to at least sound like I’m of equal position with the prospect instead of someone who should be pushed down to an employee with a less-important title. Tell prospects your first name and company name- I usually say, “My name is Emanuel, and I’m with XYZ Company.” The phrase “my name is” allows the prospect know that I am introducing myself. If I was to say “Hey, it’s Emanuel from XYZ Company,” the prospect may feel uncomfortable because it sounds like I know him but he can’t remember me. There is no problem telling prospects your last name. I usually don’t because I’m always the only Victor at a company and my full name can be found using any of the major known search engines, which results in prospects discovering my sales appointment suggestions writing. Revealing a commonality warms the cold call, helps to establish a common bond, and can show that you have something of value to offer members of his association. State your value: In one or two short sentences, tell your prospect what you can do for him or what you’ve done for similar companies. Value propositions can sound something like this: “We help CEOs reduce IT expenses by up to 50% annually.” “We work with MacDonalds HR Managers to reduce attrition rates! .” Keep in mind, a value proposition is not a speech about features. It’s all about what’s in it for the prospect.
Qualify: After you’ve convinced the prospect that a meeting makes sense, you then have to make sure the prospect is a good fit for you. I extremely suggest that you do not overload the potential customer with a barrage of questions because he will grow doubtful and uncomfortable. If you ask one or two of your most significant, need-to-know questions, that should suffice. My strategy is to just ask the prospect something that can’t be answered yes or no. Examples include: “Tell me ways you deal with attrition today.” “What is your claims process?” You will find that most of your qualifying questions will be answered when you let the prospect open up instead of asking rapid-fire questions.
Today it is quite easy to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.
And a final piece of advice – today the online technologies give you a truly unique chance to choose exactly what you need for the best price on the market. For example, search for appointment setting. You will be surprised how fast you can receive set of products and prices for them. Funny, but most of the people don’t use this chance. The Web offers many other ways to earn money, for example managed forex accounts. In real practice it means that you must use all the tools of today to get the info that you need.
Search Google or other search engines. Visit social networks and check the accounts that are relevant to your topic. Go to the niche forums and join the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real chance to make a smart and nicely balanced decision.
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