January 18, 2011
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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Sales Appointment Internet Technique
For years my team have been using the Internet to gather information when approaching new sales prospects.They have made the appointment and then researched the company so they have an understanding of the prospect’s business.
This has worked really well as it gives the seller information and shows the prospect that you are genuinely interested in them.
This week we tried a variation on this technique...
Try some new appointment setting ideas
The first few weeks back after the Christmas break are always tough in the service industries.
Getting buyers to agree to sales appointments is difficult and you need to come up with new prospecting techniques. At this time of year my team need motivating and supporting with new ideas.
That first contact to qualify the prospect as someone you can sell to, and then gain their agreement to a meeting, has to be really effective if you want to hit January sales targets.
So this week we tried a new sales technique to gain information from the Internet that we could use when contacting potential customers. We focused on the most important part of any sales appointment call: The reason for the call.
If you’re not sure why the reason for the call is the most important part of any cold call to make appointments open How to cold call for sales appointments...
Find a reason to call buyers
Using the Internet, look up information on your prospect, their industry, and their marketplace. Look for anything that is related to their business. What you’re looking for is a reason to call them to arrange a sales appointment.
Is there something new happening that will mean they will have to change.
It could be related to a competitor that will now be a bigger threat. A change in the marketplace that means they have to adapt. New legislation, a major company going bust, cheap imports, more funding, absolutely anything that means change or challenges.
As a sales professional you need to look at the information on the web and see what links you can build from that information to your sales prospects.
The prospect may not be aware of the link until you highlight it on your call, and that can be seen as a positive especially if their current supplier hasn’t contacted them about it.
Build your reasons for calling
Now you have found the information to use on your appointment calls you need to turn it into a reason for calling.
The best way to do this is to think of the information you have found as a problem or an opportunity. Then build a reason for calling the buyer that answers the problem or takes advantage of the opportunity.
Be creative, you’re a sales professional. Look for the links from the web information and turn it into reason for calling that you can add to your sales appointment call introductions.
You can see more sales appointment techniques on building the introduction stage of your calls at Cold call scripts for appointment call introductions...
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