Get Appointments: The realm of phone sales often strikes fear into the hearts of many salespeople, a daunting task requiring numerous calls for potential success. Is it the fear of the unknown or perhaps a lack of product knowledge? While these factors may contribute, the ultimate challenge often lies in the absence of thorough preparation before making the initial sales call.
Get Appointments – 5 Tips
Here, we present five actionable tips to strategically plan your sales call, ensuring success in advancing to the crucial next step—the appointment.
1. Strategic Rehearsal: Crafting Conversations, Not Scripts
Get Appointments: Prepare for success by practicing what you will say to a prospect before making the call. Avoid sounding robotic or scripted; instead, aim for a natural flow. Reference notes can be handy, but ensure your delivery remains conversational. A well-practiced approach generates engaging conversations or compelling voicemails that prompt callbacks.
2. Captivate with Conciseness: The Power of a Purposeful Call
Get Appointments: Efficiently communicate the purpose of your call by highlighting two or three key benefits or value statements for your product or service. Be intriguing—provide enough information to spark curiosity and prompt the prospect to inquire further. Randomly bombarding prospects with information can lead to rejection, so aim for a purposeful and enticing introduction.
3. Get Appointments, Engaging Communication: Be Easy to Listen to
Get Appointments: Adopt a communication style that is easy on the ears. Utilize polite language—employ “may I,” “please,” and “thank you.” Address the prospect by their preferred name. Speak with authority by increasing volume. Clear articulation is crucial, and a slightly faster pace is acceptable without the interference of body language. When leaving a voicemail, repeat the phone number twice, speaking slowly to ensure accurate transcription.
4. Mastering the Art of Choice: The Alternate Choice Close
Get Appointments: When setting appointments over the phone, employ the alternate choice close. Provide the prospect with options, allowing them to choose a suitable timeframe. For instance, inquire about their preference between mornings or afternoons. Extend this strategy by offering choices for specific dates and times for the meeting before concluding the call.
5. Gatekeeper Allies: Building Relationships Beyond Obstacles
Get Appointments: When the initial contact is a gatekeeper rather than the decision-maker, it’s imperative to turn them into an ally. Treat gatekeepers with respect, acknowledging their role. Craft an approach that captivates their interest, making them willing and eager to pass along your message. Learn their name, and on subsequent calls, ask for them directly. Nurturing this relationship can significantly boost your chances of reaching decision-makers.
By incorporating these tips, you can expect not only an increase in qualified appointments but also a newfound enjoyment in the prospecting process. Remember, successful phone calls are not just about finding the right prospect; they’re about expressing a sales advantage, creating a need, and efficiently moving toward the next step—the coveted appointment. Master this art, and watch your sales soar beyond expectations.