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Exeter, Devon | info.southwest@sandler.com

All too frequently business owners, professionals and salespeople schedule appointments only to cast them to the back of their minds until the day before the scheduled date. How well do you prepare for meetings? Is preparation a last-minute activity? If it is, it most likely consists of a cursory glance at your notes from the original telephone conversation when the appointment was set. Perhaps you review your prospective customer’s website and marketing materials. Is that enough to make you ready?

 

 Can you answer the following questions about your next prospect appointment?

 

  1. What questions will you ask to create bonding and rapport and help you to get to know the prospect?
  2. What are the first three questions you’ll ask the prospect after the initial greeting?
  3. What questions will you ask to explore the prospect’s needs and uncover the underlying reasons for the need?
  4. What commitment will you ask for from the prospect if there is a fit between their needs and what you can provide?

 

The steps that precede scheduling an appointment with a potential customer can be very time consuming, particularly if they’re someone you’ve been trying to get in front of for a while. Unfortunately, only too often, the hard work ends when the appointment is set. If you haven’t identified and rehearsed your responses to the questions above, then all of the hard work you put into securing the appointment is at risk and you’re NOT PREPARED.

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