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3 Steps To Getting A Sales Meeting

December 30, 2017

The best way to get a new customer is to clearly identify

who you want

to do business with and then get in front of them. They can

then see what you look

like, possibly see what your product looks like and also

examine any data or

statistics you might have. It gives you the ideal

opportunity to start building

a positive working relationship with your potential


Advertising, direct mail, web sites and telesales all have

their place but nothing beats the face to face interview.

The first challenge is, of course, getting to speak to your

prospect and arrange a meeting.

When you phone your prospect’s organisation it’s highly

possible you won’t get through initially even if you have

their direct number. There’s always an assistant, a

colleague or voice mail to deal with.

# 1 Deal with the other person

1. Always be pleasant and polite. Use the person’s name as

soon as you know it

but not over familiar.

2. Use your prospects name and your name; say – “Will you

please tell John Smith that Alan Fairweather is on the phone

for him.”

3. If you’re asked what it’s about, say – “It’s about the

contents of a letter Mr Smith has received. (More later)

Will you tell him that Alan Fairweather is on the phone for

him please!”

4. If you’re told that your prospect is in a meeting, find

out what time they’ll be

out of the meeting and ask if it that would be a good time

to call.

5. Thank the person for their help and say – “I’ll call back

at 3.30 and look forward to speaking to John then. Thanks

for your help Mary.”

None of this is easy but persevere and don’t be nuisance.

Always be friendly, firm

and courteous with Mary.

It sometimes helps to send a brief letter to your prospect

explaining that you’ll call to arrange a short meeting.

(Don’t use the word appointment). Briefly state your

product or service benefit or even a couple of questions at

the start of the letter.

But don’t make it a sales letter and don’t enclose

literature. (Your prospect gets

enough of the stuff).

# 2 Deal with voice mail:

1. Give your name, business name and phone number. Speak

slow and clear, warm, friendly and businesslike.

2. Say what you do – “Were the people who minimise

production time and cost on….. I’d appreciate the

courtesy of a return call on ……..”

3. You might want to make an appointment to call – “I

appreciate you’re very busy Mr Smith, however I have some

interesting information for you. I’ll call back at 3pm and

would be pleased if you’d speak to me.”

4. Follow up with a fax or email and make it human.

5. Leave your phone number again, slow and clear.

Again this is a challenge, however if you sound warm and

friendly and that you

could be worth talking to, then you’ll get call backs.

Always keep customer details

handy because when prospects call back they say – “Hi Alan,

its Fred I’m returning your call.”

If you made twenty calls that day you may not initially know

who Fred is, so be prepared.

# 3 Sell the meeting

Once you speak to your prospect on the ‘phone you need to do

a good selling job to get the meeting.

Most of the time they’re going to say something like – “I’m

not really interested, we already have a supplier, I’m a bit

busy at present.”

Always keep in mind that the majority of prospects are

reasonable human beings and they have nothing against you

personally. There’s also a strong possibility that they’ll

welcome a visit from you if you sound warm, friendly and


If you sound like you have some worthwhile information to

impart and you don’t sound pushy or manipulative then you’re

more likely to get that meeting.

Plan your call carefully and consider the following.

1. Greeting – Speak slowly and clearly using the prospects

name, your name, and your business name

2. Courtesy – Ask if it’s convenient to speak

3. Introduction – Say what you do and provide a benefit to

the prospect

4. Close – Ask for a short meeting at mutually convenient


5. Deal with resistance – Acknowledge what the prospect

says, outweigh with a benefit and close again

6. Don’t use the word “appointment”

7. Don’t start selling your product/service on the ‘phone

only sell the meeting

8. Don’t say you’ll send literature, say you’ll bring it

with you

9. Don’t be pushy, be persistent and pleasant

10. Have a fall-back position. If they won’t see you this

time then ask if it would be OK to ‘phone at an agreed time

in the future – and make sure you do so.

You won’t win them all however if you sound professional and

pleasant, potential customers are more likely to see you, so

don’t give up.

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