PROSPECTING SKILLS THAT WORK

How to Set More Appointments & Close More Sales

KEY TAKEAWAYS

ABOUT THE SEMINAR

Warren Greshes

About the Trainer – Warren Greshes As an expert in the areas of sales motivation and personal and professional development, Warren has addressed corporate and association audiences all over the world. His corporate clients include: Bridgestone/Firestone, Hewlett Packard, Monsanto and Coca Cola. Warren has also spoken in front of some of the largest and most prestigious organizations in the world, including The Million Dollar Round Table, The National Association of Realtors and Sales and... Read More

This is what salespeople do.  They have an appointment that day.  They have a few appointments that day.  They call up first thing in the morning and say, “Ms. Jones, this is Warren Greshes.  I just want to make sure that we’re still on for today.”  Now when you say, I just want to make sure that we’re still on for today, what are you telling the prospect?  You’re not sure if it’s on.  What else are you telling them?  “There’s a chance.  I don’t know if you knew this or not, Ms. Jones.  You probably thought you had to see me, but I’m telling you right now, you don’t necessarily have to.  If you want to get out of it, here’s your shot.”  When you say, “I just want to make sure we’re on for today,” so often they say, “Wow, I’m really glad you called,” and right about then, you’re not really glad you called.

The generating of activity is the only part of the entire sales process that is 100% within the salesperson’s control.  It’s the only part of the process.  Everything else, you need someone else to say yes.  You need to say yes on the sale, on the appointment-you need them to say yes.  You need them to pick up the phone, but the only part of the process that is 100% within your control is that physical dialing of the phone, or the knocking on doors if you’re cold canvassing.  You just don’t make a call.  Prepare for the calls.  Remember, what is the single biggest commodity that people have the least of now a days?  Time-you don’t have a lot of time.  It could take you-figuring people are going to pick up the phone and you’re going to have some conversations.  It could take you up to an hour to make 10 dials of the phone.  You figure you’re going to speak to about three people or so.  You’re going to try to get some appointments.  It’s going to take you about an hour to make 10 dials of the phone, so you want to make sure that you’re wasting the least amount of motion.  What you want is you want your list ready before you start calling.  What a lot of people do is they make a call, then they look t find the next person they’re going to call.  They make that call, then they look up the next person they’re going to call.  Then they make that call and then they look up the next person.  No-have all of your calls ready.  If you’re going to make 20 calls today, 10 calls, five calls.  I don’t care how many calls you make, I just want you to be consistent.  I would rather see you make five calls a day every single day than 25 calls once a week.  Because if you do it every single day what are you going to create?  Habits.  That’s right.  If you do it once a week, what’s going to happen.  You’re going to dread that one day.

So many people say to me, “Well how could you use the same turnaround for more than one objection?”  You must be kidding me.  How many objections do you think you’re going to get on any one call?  You’re going to get one.  Do you think this is going to happen; “Well, you know we already have somebody.”  “Oh, that’s great Ms. Jones,” then you, “You know many of my other clients say the same thing until we were able to show them how we could help them to increase their business.  Can we (inaudible).  “I just remembered we can’t afford it.”  “Oh, that’s great Ms. Jones, because you know what, many of my other clients said the same thing until I was able to show them how we could not only make them money, but save them money.”  “Oh, I just remembered my brother-in-law does the same thing.”  “Oh, that’s great Ms. Jones, many..”  That’s not going to happen.  That’s not going to happen. I know you think it’s always happening, but it’s not going to happen.  You get one objection and that’s it.  Then after all that they’re not going to say, “Oh by the way, send me information.” (inaudible) That’s not going to happen.  You get one objection and that’s it.

It’s your obligation to educate them on this stuff.  That’s your job as a salesperson.  I don’t want to know what they think.  I don’t know what’s best for them.  I’m selling needs.  I’m filling needs here.  You’ve got to ask for the sale.