Sales & Sales Management Brew

Prospecting isn't terribly difficult from a technical perspective.  It may be challenging to effectively execute one or two of the steps, but certainly not ‘challenging' as in climbing Mount Everest.

Here are 4 steps to remember when prospecting to sell

1. Get the appointment:  If you are in selling that is outbound, your objective on the phone is to get an appointment within your business profile. Do the selling when you get there and after the prospect qualifies.
2. Get them involved:  Get your contact involved in your conversation as quickly as possible.  You do this by stating your name and then shut up.  Don't tell them your company, why you are calling or say ‘do you have a minute to speak on the phone' or, ‘how are you today'.
3. Discover ‘some mental anguish':  Once you deliver your compelling reason as to why you are calling (to schedule an appointment), you MUST find out what problem exists for this prospect that you have solved for your current clients.  Once you discover this mental anguish, ask, ‘do you want to fix it'?
4. Get invited:  I wish I could claim brilliance for this but I can't.  My trainer several years ago taught me to get invited to see people versus begging (‘I'd like to come by and tell you about my business, would Tuesday at 10:00 or Wednesday at 2:00 be better?)  Instead, after you have discovered some mental anguish, get the prospect to say that they want to fix the problem.  Then simply ask them what objections they would have to inviting you out to further discuss the problem and find a solution.

If you will focus on accomplishing these 4 steps in each of your phone calls to prospective clients, then you will have better initial appointments.  Remember the quality of your phone call WILL determine the quality of your appointment.