In my weekly blog, I share insights on upcoming trends and real-life examples of what's working. I hope you find them enjoyable and valuable.
Is Your Appointment Strategy Paying Off?
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Measure your results. Monitor your activity. Adjust your calendar and your actions as needed.
The beauty of being organized and scheduled is that you can begin to see what is actually happening. You can see how many appointments you are making, which time slots are most popular, and where adjustments may be needed. If you have to move an appointment to accommodate a customer’s schedule, where does it tend to move? What type of appointments work better for you—in person or on the phone?
If y…
Sales Series: The Art and Discipline of Making Appointments
(missed previous sessions of the Sales Skills Series? Check them out HERE)
As you go through this training, I want you to start shifting how you think about appointments.
Not as something extra.
Not as something you “try to get.”
But as a natural outcome of every interaction.
A sale or an appointment.
That’s it.
Start Here: Change the Outcome You Expect
Most people go into a sales conversation hoping something happens.
Instead, I want you to go in expecting one of two outcomes:
- W…
Make Appointments That Actually Stick
In addition to planning time in advance for your appointments, there are a few key actions that will help ensure they actually happen—and move the sale forward.
Use homework to keep the client tethered to you and engaged in the process. Whatever their reason is for not buying today, make that their homework. Rather than letting an objection stop the process, use it to move the process forward. Clients are often surprised by this approach, and it keeps them involved between now and the next inte…
