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    Making Sales Appointments: The Dynamic Manager’s Handbook On How To Reach Prospects
    Making Sales Appointments: The Dynamic Manager’s Handbook On How To Reach Prospects
    Making Sales Appointments: The Dynamic Manager’s Handbook On How To Reach Prospects
    Ebook60 pages44 minutes

    Making Sales Appointments: The Dynamic Manager’s Handbook On How To Reach Prospects

    By Dave Donelson

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    About this ebook

    You can’t sell someone who refuses to meet you—or can you? There are dozens of practical, legal ways to get past voice mail, charm human assistants, and persuade important people to give you a slice of their precious time so you can make a sales pitch.

    “Getting Your Foot In The Door” reveals the methods of other sales pros who know there are many ways to skin a cat—or to get an appointment.

    “Getting Past The Screeners” gives you a battle plan for defeating voice mail and turning human screeners into valuable allies.

    “Making A Cold Call Appointment” shows you how to make a great first impression while you’re asking the prospect for a meeting. Learn to use five easy steps to make it worthwhile for the prospect to spend some time with you.

    “Persistence Counts” explains multiple tactics for getting appointments with busy people. The theme: “Where there’s a will there’s a way.”

    “The Brochure Brush-Off” explores responses to the prospect who says, “Just send me sumpthin’ and I’ll look at it.”

    “Opening Closed Doors” offers a fool-proof way to get your presentation in front of someone who just won’t see you.

    LanguageEnglish
    PublisherDave Donelson
    Release dateMay 1, 2011
    ISBN9781458116109
    Making Sales Appointments: The Dynamic Manager’s Handbook On How To Reach Prospects
    Author

    Dave Donelson

    Dave Donelson’s world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

    Read more from Dave Donelson

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      Book preview

      Making Sales Appointments - Dave Donelson

      Making Sales Appointments

      The Dynamic Manager’s Handbook On

      How To Reach Prospects

      by Dave Donelson

      Donelson SDA, Inc.

      Copyright 2011 Dave Donelson

      ISBN: 9781458116109

      Smashwords Edition

      A note from the author

      The Dynamic Manager Handbooks are for entrepreneurs, managers, and others who want to succeed in small business by learning more about management techniques, operations, and best practices. Each volume in the collection is devoted to a single topic. The material was extracted from the Dynamic Manager Guides, my series of books based on my experiences as a business journalist, consultant, and entrepreneur.

      Table Of Contents

      Chapter 1 Getting Your Foot In The Door

      Chapter 2 Getting Past The Screeners

      Chapter 3 Making A Cold Call Appointment

      Chapter 4 Persistence Counts

      Chapter 5 The Brochure Brush-Off

      Chapter 6 Opening Closed Doors

      About Dave Donelson

      Chapter 1

      Getting Your Foot In The Door

      There are many ways to skin a cat—or to get an appointment.

      You’ve researched your prospect’s needs, estimated his potential spending, and written a proposal that’s worthy of a Pulitzer Prize. It’s time to make the sale!

      Right about here is where most new salespeople (and plenty of experienced ones, too), make a major mistake. They’re eager to get the process started, they’ve got a lot of things to do, and their sales manager has been bugging them about all the time they’ve been spending in the office working on proposals. So they rush out and drop in on the prospect, saying something like, I was in your neighborhood, so I thought I’d stop by and see if you wanted to buy something today.

      This is not a great way to impress the prospect with the careful thought that went into your proposal.

      Or they try to make an appointment by calling ahead with a pitch like, Hello, Mr. Big. I’d like to show you our newest line of widgets. When can you see me? Then they wonder why Mr. Big is too busy to fit them in. And why they always seem to get his voice mail when they call back.

      At least the second salesperson made an attempt to demonstrate some professionalism by making an appointment. The first one apparently didn’t place enough value on the prospect’s time to reserve some of it in advance.

      When you just drop in on a prospect, you and your proposal are placed in the same category as the other salespeople who work without appointments. These include people like political pamphleteers going door-to-door, cute little girls selling cookies, and route sales operators who fill up vending machines. All of these people serve perfectly respected functions in the grand scheme of our economy, but do you really want your $120,000 idea considered along with the proposal for a new gum-ball machine in the employee’s lounge?

      Making cold calls in this day of voice-mail-protected, work-over-loaded executives isn’t easy. It’s about as much fun as changing a flat tire on the New Jersey turnpike during rush hour in the snow. Done correctly, though, it doesn’t have to be a chore. It’s also helpful to remember there are many ways to skin a cat—or to get an appointment.

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