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Master Appointments: The Key to Turning Conversations into Sales
Appointments are an essential, yet intangible, outcome in the sales process. Whether they happen over the phone, in the showroom, or in the customer’s home, scheduling and conducting appointments effectively requires a strategic approach. One of the most critical strategies is to introduce the concept of ‘next steps’ early in the sales conversation.
Plan Your Appointments in Advance To offer appointments effortlessly, start by blocking out appointment slots on your calendar. Choose low-traffic …
Ready to Close More Sales? Master the Art of the Close with These Proven Steps!
To guide your customer to the right outcome—whether it's a sale today or setting up an appointment—it's crucial to understand where they are in their buying process and if they’re ready to make a purchase now.
Do you know how to determine where the buyer is in their buying process and IF they CAN buy today? Try these steps:
Step 1: Ask the BADAS Questions
These five strategic questions cover three essential areas: time, money, and decision-makers. You’ll uncover how far along the customer is in…
Traffic is Only ONE Performance Indicator
This article is the third in our series about maximizing opportunities with less retail traffic. Remember, traffic count is just one of many performance indicators. If you want to write more business, you can do that in one of three ways:
1. See More People
Increase your personal contacts and opportunities. Incoming showroom traffic is only ONE way to do that. Outreach, prospecting, and networking are powerful ways to develop contacts without waiting for them to walk through the door. Be proac…
Stop Talking About Yourself: Mastering the Art of Listening in Sales
As sales leaders, it's natural to want to build connections with customers by sharing personal anecdotes. However, there are times when talking about yourself can hinder rather than help the conversation. This might sound harsh, but when a customer starts talking about their German Shepherd, it’s not an invitation to talk about your French Bulldog.
Even if you have a good connection with the customer and you are intentionally looking to create a deeper bond by increasing similarity, resist the …
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Coming From Behind
Take the Actions That Create Appointments
- Organize your calendar to schedule 8-10 appointments per week – at times YOU set.
- Enter EACH customer interaction INTENDING to accomplish a sale or an appointment.
- Recognize when an appointment WILL be …
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