sales skills

Make the appointment about meeting YOU and nothing about WHAT YOU DO. Why? Because it’s very hard to reject someone personally, like refusing to shake someone’s outstretched hand.

When you drift away from calling only to set up a meeting—and talk about your services, products, background, or anything other then setting the appointment—they can reject all those things, thereby rejecting the meeting with you. You’re giving them an easy out without being aware of it.

Turn it into a personal rejection, like refusing to shake your hand.

3 Key Components of your script:

3 attempts
“Executive” tone at all times (strong, confident, positive)
after objections 1 and 2, use “The Future” language

“The Future” Language

“…because sometime in the future you may need my services”

1St Attempt Language

“I’d like to meet you, shake your hand, and tell you what I do, it’ll take about 10 minutes”

“I’d like to say hello, shake your hand, tell you the type of work I do. It’ll take about 10 minutes.”

2nd Attempt Language

Acknowledge their objection

“I’d like to meet you anyhow, BECAUSE SOMETIME IN THE FUTURE YOU MAY NEED MY SERVICES”

3rd Attempt Language

Acknowledge their objection again

“You can meet me, see how I operate… “

“When we meet I can tell you my approach to _____…”

“I’d like to meet you and tell you the type of work that I do…”

…Then

so if there’s an opportunity in the future, you’ll think of me

…Then

“YOU WOULDN’T OBJECT TO 10 MINUTES, WOULD YOU?”

This last statement makes it personal, and that’s good. It is super hard to reject you so directly.

Good luck and enjoy your full calendar!

Book Nikki to speak, or coach – nikki@goal-tender.com

Would You Rather Watch Paint Dry or Watch a Slug?

Why do some videos go viral on Youtube and others die an anonymous death? When you forward someone a video, have you ever thought about what made you want to send it? I bet it’s the story, or the emotional pullthat drew you in. You want your friends to see it so you can talk about how it made you feel, right?

Can you even describe what the person looked like in the last video you saw that got a million views? Probably not. But…can you describe how it made you feel when you were watching? I bet you can.

Think about that in relation to a presentation or proposal you made recently. Did you make the “buyer” feel anything, or did you just spill out your information and hit the road?

Engaging your audience or “buyer” is a technique, like any other skill you have learned. Once you practice and master the skill, it will come naturally to you.

I can think of 2 ways to engage almost everyone, regardless of the situation:

1) know as much about them in advance as you possibly can

2) think of a brief and politically correct story that they will relate to emotionally, and let that emotion out (humor, pathos, excitement, etc.) when you tell the story

Remember, it’s the connection that you make with your audience, not the product or spreadsheet or brochure that will engage them.

It’s you.

Tag: sales skills

Get The Appointment By Making Rejection Personal – Here’s Your Script

Would Wet Paint Drying or a Slug Walking Make a Better Presentation?