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# 3 Sell
meeting Once you speak to your prospect on 'phone you need to do a good selling job to get meeting. Most of time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit busy at present." Always keep in mind that majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike. If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting. Plan your call carefully and consider following. 1.Greeting - Speak slowly and clearly using prospects name, your name, and your business name 2.Courtesy - Ask if it's convenient to speak 3.Introduction - Say what you do and provide a benefit to prospect 4.Close - Ask for a short meeting at mutually convenient time 5.Deal with resistance - Acknowledge what prospect says, outweigh with a benefit and close again 6.Don't use word "appointment" 7.Don't start selling your product/service on 'phone only sell meeting 8.Don't say you'll send literature, say you'll bring it with you 9.Don't be pushy, be persistent and pleasant 10.Have a fall-back position. If they won't see you this time then ask if it would be OK to 'phone at an agreed time in future - and make sure you do so.
You won't win them all however if you sound professional and pleasant, potential customers are more likely to see you, so don't give up. I built my business initially by phoning prospects, arranging meetings and then selling my services, I had success, so can you. =========================================================== Discover how you can generate more business without having to cold call! Alan Fairweather is author of "How to get More Sales without Selling" This book is packed with practical things that you can do to – get customers to come to you . Click here now =>http://www.howtogetmoresales.com/Without%20Selling.htm
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Alan Fairweather is the author of four ebooks in the "How to get More Sales" series. Lots of practical actions you can take to build your business and motivate your team.- www.howtogetmoresales.com
