Keeping the Appointment HOW DO I GET THE APPOINTMENT TO STICK? Once you’ve got it … KEEP IT! • Send a note or fax or email after you set the appointment to confirm • Drop a voicemail after hours the night before the appointment • Ask your prospect to write it in his/her calendar (“Do you have your calendar out?”) Spell your name for him/her as he/she is putting the appointment on the calendar.
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Transcript
Keeping the Appointment
HOW DO I GET THE APPOINTMENT TO STICK? Once you’ve got it … KEEP IT!
• Send a note or fax or email after you set the appointment to confirm
• Drop a voicemail after hours the night before the appointment
• Ask your prospect to write it in his/her calendar (“Do you have your calendar out?”) Spell your name for him/her as he/she is putting the appointment on the calendar.
APPOINTMENT CALL PREPARATION
Why Prepare?
• Obtain ROI from appointment • Arm yourself with relevant
information• Add value• Conduct an effective meeting• Position as consultant• Have evidence and material needed
When to Prepare?
• Schedule time weekly
• Plan on 15 minutes of preparation per appointment
How to Prepare
• Corporate Website– Scan: Mission, Current News etc.
– I’m glad we took the time to meet. Let me step back & remind you why I’m here.
– Currently ____ is one of our strongest verticals. Some of the companies benefiting from our programs are companies like _____ and ______, to name a few. What we do for each company is different but if you had to net it out, we help them ________ and __________.
– Understanding that your company is unique let’s invest the next 5 minutes to learn about your business and needs. If it looks like I can help you, I will go ahead & explain how we can customize a program for you.
– If it sounds like a fit, we can move forward as business partners today.
– We agreed to talk for about 20 minutes on the phone, so let’s get started.
FIND THE NEED: Cost of NOT Using CB
Active Listening Skills
Keys to Active Listening:
• Focus your attention• Open your mind• Don’t assume• Don’t interrupt• Let VITO know you are paying attention• Refer to what the customer has already said• GOLDEN SILENCE!
3 Second Rule
When asking your prospect thoughtful & challenging questions – make sure you give them time to answer!
After your customer answers, wait 3 seconds to be sure they have nothing more to add
MUTE BUTTON = “uh-huh” killer!
5 Questioning Styles
•OPEN ENDEDOPEN ENDED Who, what, where, when, how (why)Who, what, where, when, how (why)
•CLOSE ENDEDCLOSE ENDED Multiple choice or one-word answersMultiple choice or one-word answers
•LEADINGLEADING Leads or cornersLeads or corners
•IFIF Any logical/rational person would say yesAny logical/rational person would say yes
•KNOW-IT-ALLKNOW-IT-ALL Has a negative tone; puts listener on the defenseHas a negative tone; puts listener on the defense
What We Know – Where We’re Going
DiversitySuccession Management
Quality vs. QuantityRetentionTraining
Streamlining ProcessesBranding
PAINPAIN
Open-EndedOpen-Ended
Close-EndedClose-Ended
LeadingLeading
IfIf
Know-it-AllKnow-it-All
Data Gathering Goals
1. Org Structure:– Verify you are meeting with a VITO– Quantify how good of a prospect he/she is as
well as others to sell to – Get a better idea of what you would sell him/her
2. Challenges:– Understand where within his/her sphere of
influence we can help – What is giving him or her a headache
3. Our Competition:– Understand what the VITO and the company
currently have in place to deal with the challenge – What is your competition?
– Learn why these tools were chosen, who chose them and how effective they are today so that we can swell to fill their gaps.
Write Your 3 Questions
•Org Structure•Challenge•Tools
Digging Deeper
CHALLENGECHALLENGE
1.1. CAUSE?CAUSE?
2.2. HOW BIG?HOW BIG?
3.3. HISTORY?HISTORY?
4.4. CURRENTLY DOING TO OVERCOME?CURRENTLY DOING TO OVERCOME?
5.5. IMPACT?IMPACT?
Why Don’t Buyers Buy?
Not sufficientl
y disturbed
Not sufficientl
y disturbed
Don’t understan
d the offer
Don’t understan
d the offer
Believe they have
a good solution to their
challenges
Believe they have
a good solution to their
challenges
NoDeal
Using A Presentation To Sell CB
• 10 slides max
CLOSING: Objection Handling
6 Closing Techniques
1. AssumptiveAssume the sale
2. UnderstandHelp me to understand, scale other tools
3. Post PoneTrial, Gather data for long-term decision
4. PersonalPerhaps I haven’t done my job in showing the value
5. Pilot OfferI am confident it will work for you, Gather data to prove
6. BATNABest Alternative To No Agreement – Time is against you!