Master the Art of Appointment Making and Master the Art of Selling
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acquisitions? Does the company purchase or lease? Do they have their own financing and/or leasing sources? How do existing suppliers fit in to any new acquisition? Are existing products on lease? If so, when do these leases expire? Are existing products purchased? Does the customer have any expectation of specific trade values (i.e. have trades been appraised by a competitor?).
Be quick to objectively analyze the customer’s situation and respond to that situation, honestly and openly. If, for example, the customer doesn’t need to buy now, be upfront about that fact. The customer will appreciate your honesty and will look at you as quite a unique salesperson . . . one who is honest enough to put the needs of the customer ahead of self-interests! If, on the other hand, you do see a legitimate need, don’t hesitate to talk about it and be prepared to defend
