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So by all means,
be on time for your appointment. Make sure to let the prospect know how
much time you will need to make your sales presentation.
If the prospect is
on a tight schedule, it is doubtful they will give you their undivided
attention. You both may become nervous, or uneasy due to the time
restraints on both of you. If you need 25 minutes to present your sales
talk and the prospect can only spare 15 minutes of their time, it is better
to re-schedule the appointment than to run out of time.
Greet your
prospect in a business-like, friendly way. Your introduction should make a
good impression of you and your proposal. By choosing your words carefully,
you will have gained the undivided attention of your prospect. Then you can
tell your whole story.
It is common
practice to present your business card to your potential customer. The
timing of this could be crucial to your sales talk.
Your opening
statement should be designed to deepen curiosity in your prospect’s mind
without being too informative. It may be to your advantage to give your
opening statement, then, present your business card to the prospect. If
your introduction was successful the card will not only introduce your
business, but also help you establish a rapport with the prospect.
On occasion you
may call upon a business establishment unannounced. This is called “cold
calling.” This method is not recommended, but it does happen. In this
instance it may not be a good idea to present your prospect with a detailed
business card. It may tell too much too soon because unlike having an
appointment, the prospect has not yet had the opportunity to develop
curiosity for your proposition.
But the card that
gives little information (a personal card) could be quite beneficial and
serve as an opening to your approach, or introduction. You want to lead
your prospect through each phase of the selling process without missing a
step.
Someone else,
such as a friend of the prospect may also be present on the day you meet
for your scheduled appointment. Your primary attention should be directed
at the person you made the appointment with, but if you have been
introduced to the friend, you cannot completely ignore their presence.
Should you
include the friend in your sales talk? It all depends.
If your prospect
has introduced you to their friend and the friend then goes about busying
themselves with other things, the answer is no. Carry on as you would under
normal circumstances.
On the other
hand, if the prospect’s friend has made he or she a part of the
conversation, or sits down with you and your prospect, it would be rude to
exclude the friend from your sales talk.
You may find that
the friend is more interested in your proposition than your prospect, or
equally as interested in your proposition. So if the friend shows interest
give your sales talk to both parties. The friend may turn out to be your
best customer.
Copyright © 2005
Gloria Whitehorn and Dovemang.com All rights reserved
About The Author: Gloria Whitehorn is the
owner of several online businesses. She is the author of two books,
freelance writer, business coach and an authority on salesmanship and
business practices. Check out her site that's jam-packed with the exact
information you need to start, build, and grow your very own profitable
Internet business. I highly recommend visiting her website http://www.dovemang.com
She knows what she's talking about.
Subscribe to her free weekly online ezine at http://www.dovemang.com/newsletter
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