THE POWER OF APPOINTMENTS
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Too much time, fuel and
energy are wasted making sales calls on people who aren’t there – and “there”
can be in an office, job-site or anywhere.
How often do you do a “stop-by”
and the person you want to see either isn’t there or doesn’t have time to see
you? We only have a finite amount of time for actual selling – and bear in mind
that “windshield time” is not selling. We need to be able to leverage and
allocate these units of time as much as possible.
Utilize the phone and e-mail
to set appointments to assure that the person you want to see, wants to be seen
– and by you. By focusing on selling primarily through
appointments, the odds of getting the results we want increases dramatically.
The goal should be to have 80% of your sales activity a function of
appointments.
What do you think?
Good Selling to you!
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http://selllikehellsales.blogspot.com
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