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Baseline Selling Tip - More Appointments
The key to
getting more appointments is your ability to have conversations
where you can ask, "is that a problem?" and "would you like to fix
it?"
Think about the topics you discuss in a typical prospecting call. If
you were to ask those two questions after about 2 minutes, would
they be appropriate or out of place?
If you picked appropriate, then ask those two questions as soon as
you believe it's an appropriate time.
If you picked out of place, then consider how your conversations
must change so that those two questions would be appropriate? What
questions must you ask? If you read the "First Impressions" tip from
two weeks ago, starting your call with that will lead you right into
the conversation required for asking "is that a problem?". If you
missed that tip, click here.
This subject is covered in great detail in Baseline Selling - How to
Become a Sales Superstar by Using What You Already Know about the
Game of Baseball in the chapter on Getting to First Base.
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How
to Become a Sales Superstar