Prospecting is hard. To go even further, it sucks. No one likes putting themselves out there to be faced with rejection after rejection, but it beyond necessary. Putting yourself out there will reap reward and get you excited for that next success, whenever it comes again. Regardless of how much it sucks, we have to do it to get to the next step after prospecting: getting that appointment. Once you finally see the rewards of your prospecting efforts you begin the phase of selling through the appointment. Just because you got that appointment does not mean that the sale is guaranteed. How you arrive at the appointment is important. If you corner the buyer into a corner and pop the question, “Let’s have an appointment” before you pretty well sold them on what you are selling, they may show up but with little interest.
You have to ease them into the point of the appointment coming up naturally. Go through the questions, get to know what it is they are looking for. Ask questions to their questions to dive deeper into what they actually need. Whenever you reach the point that you feel like you know what it is that they need, then you can pop that question.
Once you have that appointment set up it is time to do more research. Look up the company they are working for and use the information you gained from the initial conversation and what their business does to pinpoint what you have that can benefit them. Just because you asked them a million questions does not mean you know everything. It can become quite obvious to a buyer that you did not do your research in an appointment and this will lead to a loss in a sales opportunity. Go into the appointment with what you have learned from both researches and you will likely come out on the other side with a sale and more confidence for the next.
BoweryJE22
This emphasizes the importance of prospecting and the process that follows, such as getting appointments and selling through them. The writer acknowledges that prospecting can be a difficult and sometimes frustrating process, but it is necessary to get to the next step. It is also essential to approach the appointment in a way that does not make the buyer feel cornered or pressured. The writer suggests easing into the point of the appointment coming up naturally, getting to know the buyer’s needs and preferences before proposing the appointment. The importance of doing research and being prepared before the appointment is also emphasized. Ultimately, the article provides valuable insights into the sales process and highlights the importance of persistence and preparation.
I think you offer a unique perspective to the approach of prospecting, normally people will look at it as a dreaded chore or task to complete. Instead, they could take an approach that offered a learning experience and taking the chance to meet new people you would have never gotten to meet!
It sounds like you’re discussing the process of sales prospecting and how to effectively move from prospecting to making a successful sale. You’re absolutely right that prospecting can be a challenging and sometimes demotivating task, but it’s necessary for the success of any sales effort. When it comes to setting up an appointment, it’s important to build a relationship with the buyer and not just try to push for a meeting before they’re ready. By asking questions and getting to know their needs, you can create a natural segue to setting up the appointment. Research is also a key aspect of the sales process. It allows you to tailor your approach and messaging to the specific needs and challenges of the buyer, which can increase the chances of a successful sale.