Why Trying to "Get the Appointment" Can be a Recipe for Dis-Appoinment
Last week, this e-mail from Jack arrived in my inbox:
To: Ari Galper
From: Jack
Subj.: Help! I need to get more appointments
Dear Ari,
I've just coined a new disease for the medical books, and I'm hoping you can help me cure it.
Have you ever heard of "freezing-up-on-the-first-call paralysis"? It's brought on by the stress of selling!
I'm new to sales, and, as I've been starting out, I've studied all the programs from all the "sales masters."
They all insist that, when I call new prospects, I should be laser-focused on getting appointments.
The problem is, when I make that first call and lead the conversation toward the goal of getting an appointment, I hit a "wall."
I know that if I can just get face-to-face with prospects, they'll see the value of my solution -- but I can't even get there because they shut me down.
When they tell me "I'm not interested" or "I'm busy now" or "We already have a vendor," I'm left with nowhere to go.
What's worse, I can't even come up with what to say next.
Can you recommend some "medicine" that will help?
Always open-minded,
Jack
"Whew!" I thought when I read this. "That's an intense e-mail!" Jack's e-mail started me thinking about the hundreds of conversations I've had with many of you who are out there selling your solutions day in and day out.
I realized that his "disease" is so pervasive that those of you who are suffering from it could probably use a "prescription" from the Unlock The Game? pharmacy.
This was my response to Jack:
To: Jack
From: Ari Galper
Subj.: RE: Help? I need to make more appointments
Dear Jack,
First of all, thank you so much for being open to sharing your painful selling challenge.
You articulated so beautifully what so many other people are experiencing, and I hope you won't mind if I share your e-mail and this response with my newsletter subscribers.
Here's why you've been afflicted with this "disease"-- and what you can do to cure it.
The "wall" you hit when you try to get the appointment is the prospect's reaction to you putting your own objectives ahead of the crucial trust-building process that would actually allow an appointment to emerge.
By laser-focusing on getting the appointment, you're sabotaging three factors that are vital if you're going to build trust.
To build trust, you need to:
1. Focus the conversation on your prospect's problems, while holding off on offering your solution.
2. Create a two-way dialogue instead of a one-way monologue.
3. Determine whether you and your prospect are a "fit" in terms of being in sync about putting resources toward solving the problems.
All three of these elements must happen in the most natural way possible... and you can help them to come about. Here's how:
*Invite your prospect into the conversation naturally and comfortably -- not by making a mini-introduction about yourself (that only triggers the "wall"), but by asking, "Can you help me out for a second?"
*Toss out your selling scripts and create a dialogue path around the specific problems that you know your product or service can solve.
For example, rather than saying, "Our solution lowers costs," try, "Our solution solves three specific problems that you may be experiencing."
Then, state exactly what those problems are.
Identifying and agreeing on the prospect's problems is crucial but not enough to build the trust and commitment you're seeking.
You can continue the conversation with something along these lines: "Sounds as if these issues are important for you, but, if we can just take a second, are they considered a priority, given what else might be on your plate right now? I mean, are these problems immediate enough that your company can put resources into a solution at this point?"
You see, Jack, the basic cause of your "disease" is that you're not focusing your calls on your prospect's perspective. But if you simply expand your mindset and begin implementing new problem-solving language, you might be surprised when your prospect suggests making an appointment.
Warmest regards,
Ari
The next day, Jack replied:
To: Ari Galper
From: Jack
Subj. Re: Help! I need to make more appointments
Dear "Dr." Ari,
Thank you so much! Your reply gave me a huge sense of relief.
All of a sudden, I'm feeling "healthy" and motivated again.
Your relieved patient,
Jack
P.S. Sure, please do share our conversation with your subscribers so they don't have to suffer the way I have.
Try this medicine and see if it works for you.
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.
Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.
![]() |
|
![]() |
|
![]() |
|
![]() |
In the fundraising profession, appeal letters that you mail to... Read More
Are you willing to spend $1.25 to raise $1? To... Read More
We live in a world of noise ? not just... Read More
You've probably bought a book or two at one of... Read More
Far too often we see small businesses rush into doing... Read More
As the American economy emerges from recession, many businesses are... Read More
Maybe you don't want to work that hard, or maybe... Read More
Recently I wrote an article on the benefits of joining... Read More
With the Internet opening up the doorway to the global... Read More
"?A powerful agent is the right word?" --Mark TwainAnd what... Read More
Having run a multi-state franchise company with multiple brands it... Read More
This tip is so simple, that many people we've talked... Read More
Some of the simplest marketing tactics often produce the most... Read More
As a small business owner, you are grateful for all... Read More
It's crucial to know your prospects if you want to... Read More
Oh come on! FREE is free. Zero, zip, nada, zilch.... Read More
Creating Your Unique Selling Proposition"Don't tell them what you do.... Read More
What Is A Joint Venture?A joint venture is an agreement... Read More
How does a marketing plan relate to an organization's communications... Read More
Let's continue to discuss the various marketing principles that are... Read More
Over the past 30 years, direct mail has been responsible... Read More
If this is the first marketing article you are reading,... Read More
Do you find it hard to ask for referrals? I... Read More
It all started out with an email message: "I am... Read More
As a massage therapist, your income is usually limited by... Read More
©2004 Jeffrey DobkinIf you're in direct marketing, you're continually looking... Read More
"Both the market and the distributive channel are often more... Read More
What do the following things have in common: brushing your... Read More
TOP 10 TIPS TO GET YOU MARKETING TO SUCCESS ON... Read More
Wondering how to get new patients into your practice? Wondering... Read More
I often wonder how the practice began of pretending to... Read More
First I want to welcome you to part two of... Read More
Most entrepreneurs first write their business plan and then develop... Read More
How often do you sit around and wonder how to... Read More
Writing and publishing a successful newsletter is perhaps the most... Read More
We have been talking about choosing groups to participate in... Read More
More of the findings of the recent studies in behavioral... Read More
Your message is first among your weapons in the battle... Read More
My niece recently graduated from high school, and my family... Read More
It's where your employees are in a 'special place' when... Read More
There are several color formats and systems available for mixing... Read More
Many professional copywriters estimate that the headline contributes to 80%... Read More
Do you want to successfully market your business franchise online?... Read More
It was probably first discovered out there in the caves... Read More
Have you started thinking about your Valentines Day Promotion yet?It... Read More
Almost every small business marketer knows that they should gather... Read More
Everything you will ever need to know about internet marketing... Read More
In a world economy that is in constant flux and... Read More
Donors will stop responding to your fundraising letter appeals for... Read More
Do you have a list of marketing ideas that you'd... Read More
Want a simple, low-cost way to boost your sales? Just... Read More
You're probably thinking, here we go again somebody is trying... Read More
Looking to grow your business? Make sure you have these... Read More
One person tells another, who tells another, who tells another... Read More
Can we actually learn a marketing lesson from reality TV?... Read More
The trade show floor is full of different types of... Read More
The advantages of using direct mail to promote your home-based... Read More
How to Tie a Tie and How To Kiss -... Read More
Want to get Better at your Marketing today?For many service... Read More
Those who believe the web is not a direct response... Read More
Perhaps, with apologies to Dale Carnegie, we should call this... Read More
1. Make copies of your web site in many different... Read More
Information is coming at us from all directions nowadays. This... Read More
Positioning is a powerful concept in marketing. To illustrate, have... Read More
Dear Friend,You're ripping me off.How? You may be thinking, "We... Read More
A marketing tag line is the one or two line... Read More
Marketing |