- Be absolutely clear on WHY you are making the call. What will happen? Which questions will you ask? How will you want the prospect to feel?
- Smile, relax and be yourself. Be polite (no matter what) and always be professional.
- Gain interest from your prospect by being interesting. Scripts help
- Listen, really listen. Many sales people are so focussed on what they are about to say they miss vital information, feedback and buying signals.
- Develop a strong appointment setting script, practice it, refine it, make it relevant and find out which words are the most effective.
- Get to the point quickly. Business people are busy; they don’t have time for a drawling, unstructured explanation of why you are calling.
- If not now when? If the prospect is unavailable or says “no” to an appointment, is it now, later or never? Why not now? When is a good time?
- Carefully check the details for each appointment - right time, right place, right date, and right meeting attendees? Remind the prospect they can make changes by calling you back – this gives you credibility.
- Be persistent. Once you sit down to make appointments stick to it. Use the all of the allocated time and avoid procrastinating. Sales is often only about the “numbers”.
- Maintain a positive mental attitude. Henry Ford said: “whether you think you can, or think you can’t, you’re right either way”. Learn something from every call.
Find more of these tips on www.talkingmediasales.com- article written by Stephen Pead a 30 year radio veteran based in Australia....mate!
