Master the Art of Appointment Making and Master the Art of Selling
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enough to have researched his or her company. Include pertinent literature for the products you think you might quote, recognizing that after you’ve toured the facility and understand how things actually operate, you may recommend something entirely different.
Never send out any direct mail piece, requested or not, without including a list of current References. People do not like to do business with people they don’t know . . . so why not let prospective customers know something about who you are before they invite you in?
How do you get past gatekeepers – you know, those receptionists, secretaries, and administrative assistants who “protect” the boss from pesky salespeople? Well, you start by convincing the gatekeeper that a meeting with you would be good for the boss (which would be good for the gatekeeper as well). Whether you do this
