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Quote Within 6 months we increased our quarterly revenue by $6 million, nearly doubled the value of our stock, and cut our cost of sales by 50%. Quote

Neil Rappaport VP Sales

Sandler Rule #8: When Prospecting, Go for the Appointment

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Have you ever tried to deliver a "sales pitch" to someone you just met? 

  • Prospecting is not selling.
  • Don't second guess.
  • Use a model for your prospecting calls.
Prospecting is a set of activities for identifying prospective users of your product or service -- nothing more an nothing less. 
 
Prospecting takes place before, and leads to, the selling process. It is not selling. It is not a time to discuss features and benefits technical aspects, advantages and disadantages, pricing, delivery, or any other selling" ponts about your product or service. 
 
Whether you are contacting prospects by phone calling on them at their place of business, or having a conversation during a business function, the two-fol goal is the same: Engage the potential prospects (suspects) in a conversation about your product or service, and determine whether they have any interest. If they do, propose an appontment for further discussion at a later time. These discussions can take place foace-to-face or over the phone. 
 
If there is sufficient interest . . . just schedule the appontment. 
Any "selling" will take place after the prospect has been qualified. 

TAKE THE PRESSURE OFF

"Going for the appointment" takes the pressure off the salesperson and the prospect. The salesperson doesn't have to second-guess which aspects of his product or service are appropriate to bring up. And, because he's not facing a premature "sales pitch," the prospect doesn't have to put up a defencise wall of stalls and objections. 

Here is an example of what setting an appontment by phone might sound like. 

You: Hello this is marcia Powers. Who is your cheif exectie, please? (Wait for response.) Would you be nice enough to put me through to Mr. Smith? Thank you.

You: Mr. Smith, this is Marcia Powers of Evolutionary Technologies. Have I caught you at a bad time?

Mr. Smith: No.

You: (If there's pushback:) I can undersatnd if you're busy. Let me ask you this when's a better time for us to talk?

You: (If there's no pushback:) Mr. Smith, this is a prospecting call. I bet your don't like getting them, and Iknow I don't like making them. But the reason I'm calling is that we just performed a service for Jones Industries that improved their compliance with EPA regulators -- while reducing their operating costs. With their OK and in the best interest of your industry, we can share much of this information with you at no obligation to your company. I dont know whether or not your company would be too big or toow small for this service, but I believe it would make sense for us to get together to see why Jones Industries was so enthusiastic. Are you open-minded to taking a look at how it might apply to your company?

 

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Sandler Rule #8: When Prospecting, Go for the Appointment