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The Sales Buzz Issue 283 - Sales Appointments Missing Stage – Unique Technique
August 21, 2015
Sales Appointments Missing Stage – Unique Technique
Sales appointments missing stage, what should come after your Introduction Stage on an appointment cold call?
On a sales appointment call you start off with an Introduction.
It offers a potential benefit to the prospect and hopefully that grabs their interest and they listen to your opening lines.
The next stage for many people is the Qualifying Questions Stage.
At that stage you check if the prospect could become a customer by asking a few questions.
But often that step, from an Introduction to the Qualifying Questions, is just too big. Prospects are often reluctant to take it.
So you need to add a small Motivator between these first two stages to give prospects a reason to move forward with you.
That's the sales appointments missing stage, called that because many sales people don't know about it and it's missing from their calls. This can cause reluctance to move forward, early smoke screen objections, and excuses to end the call.
Add this unique technique to your calls and increase your meetings with qualified prospects.
How Controlling Should the Sales Appointments Missing Stage Be?You may have heard me talk about this Motivator technique in the past.
I do go on about it, and I make no excuses about that.
It works, not everyone knows abut it, and it can increase your results.
And today I wanted to tell you I have just finished updating a page that talks about how strong and controlling the Motivator Stage should be.
The Motivator Stage consists of two small parts.
1. A reason why the prospect should answer your questions, for example:
'So I can see if you can benefit from our service lete ask you...'
2. A question that slides nicely into the Qualifying Questions Stage. This can be an open question to start a free conversation with the prospect. Or, it can be a controlling closed question taht keeps the interaction between you tight and focused on where you want it to be.
How do you decide on how strong and controlling the sales appointments missing stage should be?
Take a look at the updated page on the website.
It's written with a view on sales appointment calls towards calling direct sales prospects in their home.
That's because they tend to be the more controlled calls, using stronger words and phrases.
Anyone making cold calls should read this page so that they can at least be aware of the Motivator Stage, and look at how soft or strong, controlling or free flowing, there calls are now, nd how they would like them to be. See more by clicking the image above or opening
Direct Selling Tips...
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I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
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