Master the Art of Appointment Making and Master the Art of Selling
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week before you called . . . just pick a day and time that works for you and let the prospect respond
If the prospect is willing to meet with you, be generous. Just ask when would be most convenient and let nature take its course
STEP 2 – PREPARING FOR THE APPOINTMENT
OK, you’re going in . . . terrific . . . congratulations! But, don’t waste any time patting yourself on the back! Use your time to prepare to get the most out of the appointment. Again, like any step in the sales process, think this one through, visualize yourself on the field, making the play, running for extra yardage, accomplishing specific goals.
Take charge . . . if the prospect or customer isn’t adamant about a time limit, you decide how long the meeting should last and who should be
