Many sales professionals will agree that setting a sales appointment is one of the hardest tasks that they have to complete. Finding the right contacts within a company can require some research and a number of phone calls. A lot of business owners have a pretty hectic schedule that leaves little time for meetings with sales people. And for a number of these business owners, setting up a meeting with a sales person is one of the last things on their to do list. Setting up a sales appointment may require an extensive amount of leg work.
Before you initially contact a company with the intention of setting up a sales appointment, it is important to do some research. First of all, find a contact person that can supply you with information regarding the company’s executives and who is in charge of making decisions related to purchasing. If you can find several contacts, the better the chance you will have at setting up an appointment with one of them.
After you have targeted the contacts that you would like to speak with regarding your product or service, get in touch with them and introduce yourself and the company that you represent. It is important to build a rapport with potential clients before trying to sell them anything. You want to inform them about your company and your products and set up an appointment with them in order to supply them with more information. The purpose of the sales appointment is to sell them something so use your initial contact with them as an introduction.
Many business executives are much more likely to schedule an appointment with a sales person that they find likeable. Your first impression is your opportunity to appeal to the targeted client in a way that will garner their interest and earn you an appointment. Make sure that you listen to all of concerns and questions that the prospective client has and address them fully.
If you encounter problems in setting up a sales appointment, a solution may be to try to set up an appointment with someone from the company that holds a lower position but that can influence the decision process and let his or her superiors know about the sales information that you have provided. If you can convince a subordinate that you manufacture a great product or provide an important service, they will convey that message to their bosses and gain interest.
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