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Appointments: Don't Beg… Get Invited In!

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in The 60-Second Sales Seminar

As salespeople we know that we have to get in front of people if we are ever going to have any chance to close a sale.  Unfortunately, the pressure on salespeople to get in front of prospects is demanding.
Most salespeople will do almost anything to get in front of prospects, often sounding like they're begging for a meeting, such as, “I will be in your area on Wednesday morning and I just want to drop off some information.”  You think you have an appointment, but when you get to your destination, they are either not in, won’t see you, or they completely forgot you were coming.

Get your prospects to discover for themselves why they should see you by asking the right questions. Gently deflect their questions about your services and products, and ask questions to find out if they have any of the problems or issues where a service or product like yours could be a solution.  Then take them beyond this with your questions to help them discover if their problems should be solved NOW.

If the problems are real and you help them realize this, they'll invite you in. Then the chance of the prospect keeping the appointment is high because you didn’t beg, but were invited in.

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