Approaches To Improve Your Sales Appointment Performance

Improve Your Sales  Appointments General Pointers

• Be prepared
• Listen (the classic 2 ears and 1 mouth use them in that ratio)
• Act on buying signals
• Talking is not selling
• Know when to stop
• Dont be afraid to ask for the order
• Proof sources and prove it
• Demonstrations are good
• Suggestive sale – up sell and cross sell

Sales Call Fundamentals

When you go into a sales call there are typically 5 key elements

1. You should have a clear objective what you want to take out of the appointment – note this doesn’t mean that you expect to close the sale there and then
2. At the heart of any sale you need to identify and separate your prospects “wants” / “needs”. Typically one of these 3 reasons is why they want to buy something
   • Profit: They want to make money
   • Productivity: They want to become more efficient
   • Image: or sometimes considered as emotion
3. Circumstances
   • whats the implication of purchasing
   • whats the impact of not addressing
4. The close: gaining acceptance and / or agreeing the next step
5. The sale: whereby the customer agrees and importantly makes a payment

Handling Sales Objections

These typically occur due to the 4 following reasons, if they are shown by your customer then you need to have an approach to overcome the objection type

Important Note: “A sale is not a sale until it is paid for “

Sales Payment Good Practice

• For new accounts have an account opening form
• Credit check your customers
• Actually seek out references from their bank / trade
• Agree credit limits and stick to them
• Reinforce payment terms at point of sale
• Invoice quickly – immediately work completed / product supplied
• Build a relationship with the accounts department

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