There are no magic bullets when it comes to your salespeople getting a foot in the door with hard-to-see prospects. There are “strategies” that are almost guaranteed to turn prospects off forever.
Here are four of them you may want to share with your salespeople.
- “I’m going to be in your area on Thursday. Would morning or afternoon be best for you?” It not only won’t work, but it may make the prospect angry. It’s best not to request an appointment if the prospect doesn’t have some understanding of you and what you’re trying to sell.
- “We’re now working with companies in your business.” This is nothing more than a smoke screen to get an appointment that most prospects see through immediately.
- “I want to step by and learn more about your business.” Prospects can’t afford to spend time “educating” salespeople. It’s the salesperson’s responsibility to learn about the business before even trying to get an appointment.
- “We have a new product that will save you 30%.” Prospects want to save money, but they recognize that they will be required to spend money in order to benefit from projected savings. They usually don’t fall for this approach.
The old fashioned way
The old fashioned way is still the best approach to get appointments with hard-to-see prospects. Have useful information about the market and your ability to make your prospect’s business grow. Make your presentation concise, appealing. clear and simple.