The 7 step sequence
|Two delegates on a sales programme in role plays,|
they are back to back ( to avoid eye contact) using mobiles
at Warwick Conferences, University of Warwick
- Clarify your objective(s): the primary one must be to get to meet the person, but secondary ones could be to obtain information or referrals.
- Prepare: remind yourself of the questions/facts/benefits you will use according to how the situation develops, and how you will answer the most likely put-off’s or objections; review the information you already have about the person/organisation; ensure you have your diary and other materials to hand.
- Be polite and respectful but sound confident: use your prospect’s name immediately; be sure to get it right; give your first name and surname; never appear apologetic for interrupting but thank the prospect for speaking to you if he/she has done so at an inconvenient time.
- Obtain attention quickly: use a question, a referral, a previous request to “contact me again”, a factual statement or some other ‘attention getter’ as soon as possible; don’t waste time.
- Explain the benefits of a meeting: motivate the prospect to want to meet you by giving a beneficial reason for doing so; but remember that at this stage you are selling the interview and not the product/service.
- Liz role playing the salesperson,Kerry playing the role of a challenging client !
- Close on your objective: ask for the appointment directly, with or without one of the back-up closing techniques (e.g. offer alternative times/dates); be as flexible as necessary in terms of when/where; resort to a secondary objective only if you completely fail in your primary one.
|Liz and Kerry practice using their mobiles|
Q: How do you get those appointments?
A: Practise Practise Practise