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The Sales Buzz Issue 253 - Fill Your Sales Opportunity Diary
January 15, 2015


Fill Your Sales Opportunity Diary

How’s your sales opportunity diary looking, is your sales pipeline full of appointments?

This is a good time of year to look at how many appointments you’ve got in your pipeline, and how many are you setting up each month.

We all love selling.

Pitching to prospects at confirmed meetings.

Then the rush of closing the sale and getting the order.

But to get into that position enough times in a month to achieve our sales targets can be where the day to day hard work comes in.

Prospecting, seeking new sales opportunities, door knocking, and finding new sources of cold leads.

Then making the sales appointments that get us in front of the prospects so we can make the sale.

It can often feel like our sales jobs are more focused on prospecting and cold calling than actually selling. But we all know it’s important to keep that sales diary full, without appointments there’s no closing, no commission, no growth, and eventually no job.

So here’s something that could help you to spend more time selling and less time cold calling for appointments.


Focus on 2 Key Points to Fill Your Sales Opportunity Diary

When you focus on getting the best return on your appointment calling time there are 2 key areas to work on:

1. What you say – Your sales appointment script.

2. How you physically make the calls.

Let me give you some examples:


What you say, your script

How do you introduce yourself on your calls: Mr, Ms?

Are you formal or informal?

Do you use your first name or first and second?

Have you ever thought about how you introduce you?

Just this one small part of your Introduction Stage of your call can make prospects decide on whether to keep talking to you or give you a smoke screen objection.


How about the way you make the calls

How many calls do you make at a time?

Do you sit, stand, slouch, or have you not thought about it?

How do you motivate yourself while on a calling session?

These are very basic questions but many sales people have never thought about them, they just carry on in a sub-conscious haze and hope they get enough appointments for this week or month.


The two examples above are just a small part of a call to make an appointments.

Imagine if you could focus on every phrase and word, and every aspect of how you make the calls, with the same intensity and make everything you do and say work for you.


More Appointments - More Sales Opportunities -More Time Selling - Less Time Making Calls

The more calls to prospects you can convert into confirmed, and qualified, appointments the more sales opportunities you will have and the more sales you will close.

I’ve trained and managed sales teams in a wide range of industries including, field sales, B2B, direct sales, telesales, retail sales, and sales appointment makers.

In all these roles we achieved results by following a simple appointment call process and creating personalised calling scripts.

We also developed the best guidelines to follow for our calling sessions, looking at the number of calls, the environment we were in, how to stay focused and motivated.

The result was a method of making cold calls for appointments that worked.

That gave us a continuous flow of sales opportunities and full diaries, which led to more sales and achieving targets.

I’ve put all this experience into a sales appointment training course and just recently updated it.

You can now start using the techniques that proved so successful for my sales teams.

If you want to spend more time selling and less time making sales appointments you will want to see more information on How to Make Sales Appointments...



The Sales Buzz is published by the website www.provensalestraining.com.


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