Tuesday, September 1, 2009

A-HA Your Way To Appointments

The most important skill you can learn to improve your success when prospecting is to learn how to overcome common objections.

Anticipate the objection: Don’t expect prospects to accept your invitation to meet on the first asking for the appointment.

Handle the objection: Have a valid reason the prospect should meet with you. Having a cup of coffee with them, although a wonderful reason is not good enough.

Ask for the appointment: Immediately after handling an objection, propose a specific day and time to meet. Go for it, what do you have to loose

Larson note: If you don’t ask you don’t get. That is sales. If you can handle the initial put off and ask again, your odds go up. Do it again and your odds get better. It takes 3 to 9 attempts to make good things happen. Are you up to the challenge? There are many reasons to want to be meeting, know why you should be and go for it. Have a real purpose and make it work. And say A Ha more often.

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better


P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

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