100 ways to improve your sales success

Published September 21, 2010 | By Bman

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will relax your customer

45. Sell the appointment. Don’t say that you are in the area next week and would like to pop in for half an hour. These people are busy. What have you got to talk about? Is it worth 30 minutes of their valuable time? What’s in it for them?

46. People will naturally try to say no, unless you have struck lucky and rung at exactly the right time. Give them time to explore the issues you want to discuss. Minimise the risk of agreeing to an appointment, but sell the benefits to them. “I feel confident that if you are able to give me 20 minutes of your time you will be much better informed about the changes in legislation that will be taking place over the next 6 months”

47. Deal with objections in a positive may. Most people will say no. That’s a fact. Look for the longer term. Send information.

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