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book appointments Tagged Articles
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Can Your Salespeople Sell More Effectively by Asking More Questions?
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| Selling by asking questions is hard. A list of questions isn't the answer. Left to their own devices, your salespeople won't be able to create the kind of questions that are needed. You might not be able to either. |
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My Sales Force Needs a Make Over
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| One reader emailed that he just inherited a radio station in Honduras, has never sold before, and he and his salespeople aren't able to book appointments.
Another reader is the Sales Director for several well-known magazines and said that her top producing team is down 50% from last year.
Yet another reader wrote and wanted to know how to chop her 2-3 year sales cycle down to 2-3 months.
And one President fired all of his salespeople, is back on the road selling and wonders what he can do to thrive.
What do all four of these scenarios have in common? |
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How can a hair salon bulld its business
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| If you build it, they will come. That was once the case, but in this economy it has truly become necessary to, “promote or perish.”
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New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
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| More is less - you will close more sales if your salespeople book fewer appointments but concentrate on more quality appointments. Quality is not how well your salespeople are received, it's the fit and need of the opportunity. |
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Tips on Writing Headlines
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| Headlines sell. Take a look at any magazine front cover and you will see a stack of headlines enticing you to read further. The evening news bulletin – you hear headlines at the top of the news before they go into content. Direct mail – the headline is the difference between reading and binning your letter. Email – the subject line will determine whether or not your mail gets opened. |
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Other book appointments Related Articles
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Getting Appointments over the Phone By Mike Le Put
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| If your selling cycle depends on getting FACE TO FACE appointments, then you must become outstanding in this master skill of selling appointments. It is the start of your sales production line and will ultimately determine your success. |
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You've been Burned...Does that Mean You Stop Trying?
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| Show me a producer who can’t earn a decent living as long as they have a full appointment book, and I’ll show you a bumbling idiot. If you hold enough appointments with enough people even the worst salesperson in the world will sell someone something on a fairly regular basis. |
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The Secret Other Insurance Producers Won't Tell You
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| If you’ve been in the insurance industry less than four years you’re holding onto a dream. The dream that someday you’ll have a full book of business with lots of residual income is what fuels your fire. The dream that someday you won’t have to work so hard to get appointments is what drives you to make one more call. |
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New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
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| More is less - you will close more sales if your salespeople book fewer appointments but concentrate on more quality appointments. Quality is not how well your salespeople are received, it's the fit and need of the opportunity. |
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What it Takes to Get More Appointments
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| Without question, the most popular requests I receive each week are for help with making appointments and, specifically, creating positioning statements. For example, Pat and I traded about 6 emails over the past 10 days to get his positioning statements just right.
But what if you nail your positioning statement but you're still struggling to get appointments?
My guess is that you're doing one of the following things ineffectively... |
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My Sales Force Needs a Make Over
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| One reader emailed that he just inherited a radio station in Honduras, has never sold before, and he and his salespeople aren't able to book appointments.
Another reader is the Sales Director for several well-known magazines and said that her top producing team is down 50% from last year.
Yet another reader wrote and wanted to know how to chop her 2-3 year sales cycle down to 2-3 months.
And one President fired all of his salespeople, is back on the road selling and wonders what he can do to thrive.
What do all four of these scenarios have in common? |
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Zoar in Your Zone
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| us...we too need to find our "zone".
All of us have zones of energy, creativity, sleepiness. Does it make sense to work creatively in your sleepiness zone? Of course not...yet we will schedule appointments and take on projects when we are disconnected from our own energy. So take a week and make a note in your calendar of the times you feel E for energized, S for sleepy and C for creativity. Then schedule your appointments around your own zone.
When you're working in your zone, you never look at a clock! Read this for tips to zoar in your zone!
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How To Get Appointments With Crazy-Busy Customers
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| What’s the real secret to land appointments with insanely busy customers? How can you deal with postponements, excuses, unanswered emails and missed calls? Here are 4 must-have tips to get appointments with your crazy-busy clients. |
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Working Backwards From Your Goal To Get Ahead
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| It is always interesting when you sit with a group of sales people and the subject turns to sports. No matter what the sport, there is the inevitable talk of the leaders and their potential accomplishments over the course of the season. The athlete’s numbers are dissected and analyzed from all angles, usually in connection with a pool or a wager. Like athletes, sales professionals need to track their stats if they want to consistently outperform. How many at bats? Or better yet how many appointments did you have this year, and how is that versus last year? Is that number of appointments adequate to get you to your goal? |
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Five Proven Ways to Get More Appointments
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| This time of year you see a lot of surveys about sales, views of sales leaders and their goals for the year ahead. One consistent theme is the need for more prospecting both within existing accounts and for new clients. This can not be accomplished without getting appointments, probably the least liked activity for all sales people, veteran or new. It's not rocket science: Sales come Prospects, Prospects are a result of meeting with people: Appointments. |
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