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Articles tagged with: appointments

Who’s in the meeting – and who’s not?
Tuesday, 7 May, 2013
Who’s in the meeting – and who’s not?

So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.

As you enter your meeting, do you know what percent of the entire Buying Decision Team is there? What weight your contact has on the full Buying Decision Team?

Wait until the Buying Decision Team is in place to visit or pitch
Monday, 3 Oct, 2011
Wait until the Buying Decision Team is in place to visit or pitch

If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the buyer doesn’t have all of their ducks in a row, you’re not only wasting your breath, but potentially […]

Seeking appointments is costing you sales
Monday, 14 Jun, 2010
Seeking appointments is costing you sales

Do you have any idea why you try to get an appointment with a prospect – as your first priority? Let me guess:

you believe that eye-to-eye contact will give you a better chance at a relationship, i.e. they will like you, and want to buy from you;
you’ll be able to understand better what is going […]

What Is The Job Of A Seller?
Friday, 7 Aug, 2009
What Is The Job Of A Seller?

I have a question: if your job is to get people to buy your solution, why do you spend so much time doing stuff that doesn’t bring in business?
I  recently spoke with a sales guy who told me that for two years he’s been making appointments to do presentations for a relatively small ticket solution, and then […]