365 Ways To Double Your Sales: #10

March 12, 2018

Only Go On Appointments When Invited

Yesterday was the last day you are EVER allowed to say,

I’ll be in the area next week. How about I stop by?”

Beggars “are in the area.”

Sales amateurs that don’t have a plan, have nothing better to do “are in the area.”

Sales rookies that are under quota “are in the area.”

Think about it: how often is your attorney “in the area?”

How often is your dentist “in the area?”

How often is Donald Trump slumming around some big city hoping someone will take an appointment with him?

Stop begging for appointments.

Stop “popping in” in people.

Develop a sales and marketing plan that will automate your entire process and work it.

At the same time you need to understand with moonshine-clear clarity why your prospects MUST do business with you and ONLY you and internalize those reasons until they permeate every cell in your body.

You will then walk tall, hold your head high and convey with confidence (not arrogance) that you are the best option for your client (and they are clients, not customers, which I address in another post.)

When you have that confidence it will come through on the phone, in person and/or in your written correspondence with your prospects and they will be drawn to you.

(Those that are not drawn to you will remain in your marketing sequences and will eventually be drawn to you! So create and work your marketing plan!)

Later on we’ll discuss more specifics on the verbiage used for opening and controlling a prospecting call as well as generating quality leads online but once you have a good prospect on the line and you have established they do have a need and can make a decision you simply say,

“Mr. Prospect, it sounds like (____) is a real concern of yours. Is that an accurate statement? If you would like to invite me over we can spend a few minutes exploring your needs, examining the causes of your most pressing dilemmas and if I can help you I’ll explain the various alternatives my firm offers and you then decide which, if any, make sense for you. Does that sound like a meeting you would like to have?”

THAT’S IT!

If you can master this short exchange you will initially go on fewer appointments, which has the added benefit of giving you more time to prospect, but the appointments you do go on will go smoother, with less stress, will close more often, at higher margin and more fun.

If you’d like to accelerate your mastery of this process you can enroll in the Make Every Sale Program. Your success is guaranteed.