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Business Appointment Success or
Failure One of the quickest
ways to loose a sale is to be late for an appointment. A businessperson’s
character, among other things, may be judged by their punctuality. Some
prospects may see it as a slap in the face if you are late for your meeting
with them. They may view it as a sign you have no regard for your own word,
or their time. And you cannot be depended upon. So why should they do
business with the likes of you? 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 *Attn: Ezine Editors/Site owners* You have
permission to reprint this article in your ezine or on your website as long
as you print the complete article and leave all the links and resource box in
place. You cannot modify the content in any way. |
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