A Better Way to Look at Getting Sales Appointments



Are you struggling with getting appointments?

Could it be that you are trying to say too much and in so doing are losing your focus not to mention the interest of your prospect? Try what many in the world of inside sales training now advocate—separate the two main aspects of your job, prospecting and selling. Think of prospecting as the first step in the sales process…that of securing an appointment. Selling then is the second step when you develop your full value proposition.

Here is a new way to look at getting the appointment:

  • Focus on getting the right person that fits your target client profile.

  • Once you have their attention, no lengthy value proposition is needed. Just hook the prospect with a brief introduction of how you can help them. Make it relevant enough so they want to learn more.

  • Offer specific dates and times for a 20-minute appointment to talk further.
Separate prospecting from selling and you will have far more success at getting that precious face time.