In class, we discussed rule #8 by Sandler which was \u201cwhen prospecting, go for the appointment\u201d. I was told something similar when I worked for Cutco. Obviously, the sale is important because that’s how you get paid, but in order to get the sale you need an appointment. My managers and coworkers stressed the importance of scheduling as many appointments as possible because realistically, you will not make a sale on every single appointment. For new salesmen, they estimated that around 50% of our appointments would result in a sale. To stress the importance of scheduling as many appointments as possible, they would explain that if you are going to sell on half of all the appointments, would you rather do 100 appointments or 2? I also really like the importance of when calling a potential customer to set up an appointment it was crucial to us that we keep the talk brief. That way if they are truly interested in hearing what you have to say or potentially buying your product they will agree to an appointment. And if you can get the potential customer to an appointment, the hard work has already been done.<\/p>\n","protected":false},"excerpt":{"rendered":"
In class, we discussed rule #8 by Sandler which was \u201cwhen prospecting, go for the appointment\u201d. I was told something similar when I worked for Cutco. Obviously, the sale is important because that’s how you get paid, but in order to get the sale you need an appointment. My managers and coworkers stressed the importance […]<\/p>\n","protected":false},"author":3104,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-10026","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10026","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3104"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10026"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10026\/revisions"}],"predecessor-version":[{"id":10028,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10026\/revisions\/10028"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10026"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10026"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10026"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}