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Appointment Call Preparation

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Appointment Call Preparation

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Appointment Call Preparation

  1. 1. 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.
  2. 2. APPOINTMENT CALL PREPARATION
  3. 3. 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
  4. 4. When to Prepare? • Schedule time weekly • Plan on 15 minutes of preparation per appointment
  5. 5. How to Prepare • Corporate Website – Scan: Mission, Current News etc. • www.indeed.com • Online Job Boards • Search our RDB • Google News Search • Cb source
  6. 6. SALES CALL PROCESS OVERVIEW
  7. 7. Sales Call Process • Earn the Right • Find the Need: Data Gather • Create the Need • Sell Solution • Recap • Costs & Getting Started • Close!
  8. 8. INTRODUCTION: Earn The Right
  9. 9. First Impressions • First impressions make a lasting impression! • Statistics show that judgments of character are made during the first 60 seconds of initial contact. • Your ETR will help you close the deal if you make a good first impression.
  10. 10. Earn The Right • Goal – Ensure thoughtful thorough answers • Why is this important? – Questions you ask & information you receive from your VITO directly correlate to the strength of ETR • Key components 1. Credibility in company 2. Credibility in self 3. Commitment to the time and process • Anticipate Objections – Time – Answering questions
  11. 11. Earn the Right – 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.
  12. 12. FIND THE NEED: Cost of NOT Using CB
  13. 13. 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!
  14. 14. 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!
  15. 15. 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
  16. 16. What We Know – Where We’re Going Diversity Succession Management Quality vs. Quantity Retention Training Streamlining Processes Branding PAINPAIN Open-EndedOpen-Ended Close-EndedClose-Ended LeadingLeading IfIf Know-it-AllKnow-it-All
  17. 17. 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.
  18. 18. Write Your 3 Questions •Org Structure •Challenge •Tools
  19. 19. 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?
  20. 20. Why Don’t Buyers Buy? Not sufficiently disturbed Not sufficiently 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 No Deal
  21. 21. Using A Presentation To Sell CB • 10 slides max
  22. 22. CLOSING: Objection Handling
  23. 23. 6 Closing Techniques 1. Assumptive Assume the sale 2. Understand Help me to understand, scale other tools 3. Post Pone Trial, Gather data for long-term decision 4. Personal Perhaps I haven’t done my job in showing the value 5. Pilot Offer I am confident it will work for you, Gather data to prove 6. BATNA Best Alternative To No Agreement – Time is against you!

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