Communicate the value of the appointment. What's the best way to book time on your calendar?" or, " When's a good time to discuss in more detail?" 2. If the prospect is interested in your solution, move the conversation forward with questions like, " I'd love to have an initial conversation with you about ?. Instead ask, " Would you be interested in having an initial conversation about ?" If they're skeptical, carry on with the conversation, but don't push too hard for an appointment. Listen for their interest level once you communicate the purpose of the meeting. Will your solution give them the benefit of lower costs, more revenue, or gains in efficiency? Understand their level of interest.ĭuring your initial call with the prospect, communicate the purpose of the meeting you'd like to book with them. If you're speaking to the prospect on the phone, there are additional tips you can use to book an appointment with them.
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Engagex appointments play store how to#
How to Ask for an Appointment Over the Phone "The obligation for them to read the materials will never be higher than at, so use that opportunity to lock down the appointment," Scher says. If the prospect still evades an appointment after three cycles of this process, Scher suggested sending a piece of informational content in a calendar invite. During Scher's presentation, an audience member brought up the fact that a prospect might ignore the question entirely and ask, "What is this about, anyway?" In this case, Scher recommends a rinse and repeat - disarming, stating the purpose, and asking a question all over again. "Ask a question on how to accomplish your purpose - like, 'Would Tuesday at 10 or Wednesday at 2 work best for such a call?' If we ask the question, they have to answer it." Scher advises reps to end their prepared speech with a specific question. Question: End with a specific question on how to accomplish your purpose. "When you ask for less than a 20 or 30-minute block you're doing yourself a disservice," he says, "Lots of times, people ask for five or 10 minutes - all you're doing is indicating it's not important." 3. Why 20 or 30 minutes? Scher explains that this block of time was deliberately chosen. For instance, reps might say something like, “The purpose of this call is to get 20 to 30 minutes to discuss how we can reduce your operating costs by 20%.” But according to Scher, "the number that actually ask for an appointment is very small."Īfter disarming the prospect, Scher advises reps to dive straight into their purpose - asking for a meeting. Purpose: Explain why you are calling.Įvery sales rep knows the point of a first call is to set up an appointment. "Disarming them gets their attention off whatever else they're doing and gets them focused on you," Scher says. Why introduce yourself? Scher points out that people are naturally suspicious when they pick up the phone, and the best way to get them to lower their guard is by saying outright who you are and where you're calling from.
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I'm sure I caught you in the middle of something.” He suggests "introducing yourself and your company and acknowledging they're busy,"įor example: "Hi, this is Ann Jones with ABC company. With this in mind, Scher says that reps with the highest connection rates acknowledge this fact up front. On the off chance a buyer actually answers the phone, one thing is certain -they're busy. Question: End with a specific question on how to accomplish your purpose.ġ."Those three steps are called disarm, purpose, and question."
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"We looked at different reps and the ones that were most effective did three very simple things every time they had a key player on the phone," Scher says. At an AA-ISP's Inside Sales Leadership Summit, Mike Scher, CEO of Frontline Selling, shared a three-step process proven to increase the chances of booking an appointment. If salespeople can even slightly boost their odds of booking that critical first meeting, their pipelines will be in good shape. And you find yourself back at square one. You don't even get the chance to pull out your attention-grabbing statistic or perfectly phrased value proposition before the call ends. And when someone finally does, what do they say? Reps make countless calls each day, hoping and praying that one of their prospects will pick up the phone. And as salesperson can tell you, that's far easier said than done. In order to sell someone, you have to book a meeting with them first.