Free Sales Training on How to Cold Call and Gain Agreement to Sales Appointments
Stephen Craine
June 15, 2009
Add some free sales training tips, on how to ask for the buyer´s agreement to a sales appointment, to your appointment setting skills and fill your sales diary.
A lot of sales training on how to cold call to make sales appointments, focuses on the opening lines of the call. They use cold calling tips on grabbing the prospect´s attention and getting past those nasty receptionist and other gatekeepers. Those are really useful and important parts of all sales appointment cold calling scripts, but what about how to ask for the sales appointment?
When it comes to gaining the buyer´s agreement to the appointment, many people fumble for the right words, ask poor questions, or even worse they don´t ask for the sales appointment at all. Just at the time when they need to sound confident and sure of themselves, they hesitate, sound amateurish, and don´t know what to say. So here´s some free sales training on how to ask for the prospects agreement to a sales appointment.
Start with the right viewpoint
To start this free sales training, approach the call with the best viewpoint. Throughout the appointment setting call you want to give the prospect the idea that you, and what you are selling may be of benefit to them. While introducing yourself and asking them some questions to qualify that they can buy from you, make them aware of the possible benefits you can offer them.
When it comes to the agreement gaining question you then make the sales appointment the next step in the process. This is where they can learn more about how your product or service will be of benefit to them. Only then they will have enough information to make a buying decision.
The sales appointment should be the next logical step
So a great free sales training tip is to base your agreement seeking question on the fact that: From what they have said, your product may be of benefit to them, and so they can see more information and discuss more details you should meet with them. Then they will be in a position to make an informed decision on whether to buy your product now, or in the future. Here´s an example of how to ask for the sales appointment on a cold call.
´From what you have said I can see that you may be able to increase your sales by giving the right sales training on how to cold call to your sales teams. So you can get the full information you need before making any decisions we could meet and I´ll show you the best package for your business, and you can ask any questions you have on the sales training. Then you will have everything you need should you decide to use our services now or in the future. Are you available next Thursday?´
The reasons for meeting are given as a logical next step in the sales process. You are not asking for a buying decision. In fact you are telling the buyer they can´t buy yet, they don´t have enough information. This stops them feeling under pressure to buy or to make a decision. This pressure is the main reason you get objections such as, ´send me information.´
You are also adding that they can use this information now or in the future. This again inoculates against objections about not thinking of buying now. The question asking for the sales appointment is actually asking if they are available on a certain day. If they say no to the question they are not saying no to the sales appointment, they are saying no to being available on that day. So your answer is, ´When are you available?´
I´m Stephen Craine and I´m a working sales manager and trainer. This free sales training, on appointment setting and how to cold call to make sales appointments, is based on the training I give to my successful sales teams. We rely on the results we achieve when appointment setting to be successful and increase our income.
If you would like to see more free sales training on how to cold call to make sales appointments, and how to use the selling techniques here, it go to Free Sales Training on Appointment Setting where you can get a free sales appointment workbook course. No cost, no need to register or leave any details, just open it, start using it today, and you can even save it and pass it on to others. For more sales training on all other parts of the sales process click around the website at Sales Training Sales Tips home page
A lot of sales training on how to cold call to make sales appointments, focuses on the opening lines of the call. They use cold calling tips on grabbing the prospect´s attention and getting past those nasty receptionist and other gatekeepers. Those are really useful and important parts of all sales appointment cold calling scripts, but what about how to ask for the sales appointment?
When it comes to gaining the buyer´s agreement to the appointment, many people fumble for the right words, ask poor questions, or even worse they don´t ask for the sales appointment at all. Just at the time when they need to sound confident and sure of themselves, they hesitate, sound amateurish, and don´t know what to say. So here´s some free sales training on how to ask for the prospects agreement to a sales appointment.
Start with the right viewpoint
To start this free sales training, approach the call with the best viewpoint. Throughout the appointment setting call you want to give the prospect the idea that you, and what you are selling may be of benefit to them. While introducing yourself and asking them some questions to qualify that they can buy from you, make them aware of the possible benefits you can offer them.
When it comes to the agreement gaining question you then make the sales appointment the next step in the process. This is where they can learn more about how your product or service will be of benefit to them. Only then they will have enough information to make a buying decision.
The sales appointment should be the next logical step
So a great free sales training tip is to base your agreement seeking question on the fact that: From what they have said, your product may be of benefit to them, and so they can see more information and discuss more details you should meet with them. Then they will be in a position to make an informed decision on whether to buy your product now, or in the future. Here´s an example of how to ask for the sales appointment on a cold call.
´From what you have said I can see that you may be able to increase your sales by giving the right sales training on how to cold call to your sales teams. So you can get the full information you need before making any decisions we could meet and I´ll show you the best package for your business, and you can ask any questions you have on the sales training. Then you will have everything you need should you decide to use our services now or in the future. Are you available next Thursday?´
The reasons for meeting are given as a logical next step in the sales process. You are not asking for a buying decision. In fact you are telling the buyer they can´t buy yet, they don´t have enough information. This stops them feeling under pressure to buy or to make a decision. This pressure is the main reason you get objections such as, ´send me information.´
You are also adding that they can use this information now or in the future. This again inoculates against objections about not thinking of buying now. The question asking for the sales appointment is actually asking if they are available on a certain day. If they say no to the question they are not saying no to the sales appointment, they are saying no to being available on that day. So your answer is, ´When are you available?´
I´m Stephen Craine and I´m a working sales manager and trainer. This free sales training, on appointment setting and how to cold call to make sales appointments, is based on the training I give to my successful sales teams. We rely on the results we achieve when appointment setting to be successful and increase our income.
If you would like to see more free sales training on how to cold call to make sales appointments, and how to use the selling techniques here, it go to Free Sales Training on Appointment Setting where you can get a free sales appointment workbook course. No cost, no need to register or leave any details, just open it, start using it today, and you can even save it and pass it on to others. For more sales training on all other parts of the sales process click around the website at Sales Training Sales Tips home page
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