Every salesperson I have ever worked with always tells me how they want to close more deals. But, they forget that you can’t sell a customer unless you can make an appointment with the guy!
SO, HOW DO YOU KEEP PROSPECTS ON THE PHONE AND INTERESTED ENOUGH TO AGREE TO SEE YOU?
Below are my three tips on the art of locking the client down for your killer presentation. Then, in turn, buy your product…
3 Tips to Make A Customer Appointment EVERY TIME
First, these steps should be used every single time you make a customer appointment — whether you’re cold-calling or not. Because the fact of the matter is this…
IF THEY KNEW WHAT YOU KNEW ABOUT YOUR PRODUCT, THEY WOULD HAVE BOUGHT IT ALREADY.
Keep that in mind as you implement these strategies while setting up meetings with clients.
Know and Give the People What They Want
To start every call, you are going to ask them for 30 seconds of their time…
Even the busiest people have a minute, and it shows you are looking out for them. We can all agree people are more receptive to hearing you out that way.
Next, you can figure out what the one thing every person you talk to is looking for if you follow the logic from before…
The problem with the scripts many salespeople are working from is that they are not upfront with things like:
- And, PRICE
You’re trying to draw customers to make an appointment by keeping them in mystery when you’re doing the opposite. What you are really doing here is pushing them away to go find the info they want.
So, be forthcoming about their questions and concerns quickly and move to step two…
Show Them What YOU Can Do For Them
Again, the old, broken word tracks you’re using are focused on asking something from the customer without showing value in return…
“What’s the best number to reach you at?”
“When’s the last time you bought a new X?”
“Would you consider…?”
I could go on forever, but you see my point. There is a time and place for these questions, but now it is more important to keep their attention…
Right here, you are going to make a HUGE CLAIM about your product. And at the same time, you are going to direct them to your website where they can see your offers for themselves.
At this point, a smart question to ask them is how your business could solve a problem for them. Suddenly, you have the golden ticket to their interest and to make an appointment with that customer.
Once you know why they would buy, you gotta make sure they don’t get cold feet…
Lock Down a Time MORE Than Once
Like it or not, we are all human.
We forget things. Unexpected situations pop up. People get struck by lightning. The point is a lot can happen between now and whatever time you make an appointment with this customer.
For that reason, you must check multiple times that your agreed-upon time is going to work. You are going to use this magic question…
“IS THERE ANYTHING OUTSIDE OF A NATURAL DISASTER THAT WOULD GET IN THE WAY OF OUR MEETING?”
Usually, this eases the mood with a little humor and confirms your face-to-face. After, have them take down your name and phone number should anything change in the meantime.
That’s all there is to it. Use these standards and you’ll see your calendar filling up beyond what you can handle. But you and I both know appointments don’t guarantee a great closing ratio…
You Make a STRONG Customer Appointment — What’s Next?
Just as you want to be sure you can get make the customer appointment, don’t you want to make sure they’ll buy too?
Believe it or not, there is an exact technology to the entire sales process that can be learned and deliver predictable results. However, it is more in-depth than one or even dozens of articles can cover.
But until then, keep booking those appointments and be great.
— Grant Cardone
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