Building Your Personal Self-Confidence
Having a plan and knowing the
customer bolsters your self confidence
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Enhance your
perceived
value
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Dress appropriately
Be polite
Don't knock the competition
Be prompt
Keep promises
Plan ahead don't leave anything to chance
Write a note of thanks
Look for ways to do extra things
Setting Up the Sales Interview
Timing
Gaining Entry
Making the
First
appointment
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Will the prospect be too busy?
What is the "best" time to see the prospect?
Letter - the weakest
Cold call - good but time consuming
Telephone - high rejection rate
Telephone - mail - follow up call
Some Techniques
o
Get the
Prospect's
Name
Gatekeepers
o
o
o
Ask former or retired employees to give you
names and the lay of the land
Ask the building administrator for names.
Ask for a sales rep in the prospect's
company then
Solicit the salesperson's help to
get to the right person.
"I'm sorry, I got the wrong
extension. I was trying to reach the
person who's in charge of.."
Show them sincere respect.