Win the Sale Before the Sales Appointment
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This document outlines a pre-appointment routine for salespeople to establish themselves as more professional than the competition. It recommends sending prospects a link to client testimonials to provide proof of results without relying on the salesperson's word. It also suggests connecting on LinkedIn and sending a thank you note for speaking together with an appointment reminder. Following these steps in the pre-appointment routine is said to significantly increase closing ratios for salespeople over competitors who do not follow this routine.
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Win the Sale Before the Sales Appointment
- 1. The Pre-Appointment Routine Mel Schlesinger
- 2. Marketing • Gets interest and appointment Pre-First Appointment • Prospect does research • Preliminary decision First Appointment • Prospect makes decision • Are you right for me Second Appointment
- 4. Your Competitive Advantage Is secured by your pre-first appointment routine
- 5. From the Hootsuite Whitepaper - Definitive Guide to Social Selling
- 6. Corporate Executive Board Study – www.executiveboard.com
- 7. Before the decision-maker meets with a salesperson SiriusDecisions – June 2013
- 8. Use online resources when researching products and services in their local area before making a purchase. BIA/Kelsey – March 2010
- 9. 90% of all B2B buyers reported that they begin the buying process using Search Marketo Study
- 10. Pre-First Appointment Routine • Send a link to client testimonial website – Testimonials provide proof that you actually deliver the results that you promise – You word is irrelevant since the prospect does not know you – Check out www.testimonialwebsites.com • Connect on LinkedIn • Send a snail mail “Thank You” for speaking with me card – Include appointment reminder – Check out www.pixingo.com/mels
- 12. FOLLOWING THESE STEPS SETS YOU APART AND ESTABLISHES YOU AS MORE PROFESSIONAL THAN THE COMPETITION
- 13. If the only thing that you changed was to follow this pre-appointment routine you will see a significant increase in your closing ratios
- 14. Mel Schesinger mel@melschlesinger.com Calendar: http://mels.youcanbook.me