How to Set More Appointments in 2015
“What can my team do to set more appointments that convert to sales, in 2015? We get warm leads and feel our appointment to close ratio should be higher. Any advice?”
Here are three steps to getting higher quality appointments that will lead to more sales:
1) Start with a goal of seeking to understand your prospects reasons for raising their hand in the first place.
Prospects that have already recognized a problem and are actively seeking a solution are WANTING to tell others their situation and problems. The more they talk about their concerns, and the more you sincerely listen to them, the greater chance they will do business with you.
2) Identify their role in the process.
Once you understand the reasons why they are looking for a new solution, identify that persons role in the decision making process. All too often, a sales reps will jump at the chance to set an appointment to demo a product with a willing prospect only to realize after the demo, the prospect is an info gatherer and will take that info to “their boss”. This lowers your close ratio while prolonging your sales cycle. Which is the exact opposite of what you want to have happen.
3) Uncover their time frame.
Once you understand what problems they hope your solution will solve and what their role in the decision making process is, find out their time frame for implementing a solution once they find what they’re looking for. When it comes to selling, all companies have a “strike zone” of an average time frame it takes for a prospect to make a decision. If you know that on average, it takes 30-days or less from the time a prospect raises their hand, to when they sign the PO, and you have a prospect that says they are looking for a solution in “6-months” you will want to address that before doing the demo. Don’t proceed and just think “oh – well – we will just bedazzle them with our presentation and they will buy sooner!” Seek to understand why the said 6-months. You may have missed a hot button, misdiagnosed their true role in the decision making process or maybe they have a real reason for waiting 6-months that you could have helped them solve, in order for them to close sooner rather than later.
Let the closer qualify on price. Unless you’re a strong closer and have the numbers to back that up, let the closer handle qualifying the prospect on price.
Follow these simple steps and you’ll have better success at getting prospects to WANT to meet with your reps, go through your demos and buy from your company.
Michael Pedone –
Michael Pedone is the CEO/FOUNDER of SalesBuzz.com. An online sales training company that shows inside sales teams how to: avoid being rejected by gatekeepers, leave voicemail messages that get callbacks and overcome tough pricing objections. Get pricing here to have Michael teach your sales team his techniques!