by Chuck
(USA)
How do you set up a qualified appointment?
Answer
Hi Chuck,
Maybe I'm not the best person to be answering this question.
In my B2B sales days I had a habit of phoning to make appointments and ending up getting a small trial order instead. Had some customers actually buying regular quantities from me before I even met them. Strange ? Guess I must have been pretty good at building rapport over the phone.
A qualified person is one who is a potential client, yes? So, how do you do your research to see who is a potential client ? I don't know what you sell so I have no way of answering that question.
In terms of setting the appointment, I often started my calls as an inquiry as to whether the product I was offering could fit into my prospects production method and offer them some advantages. When a possible overlap was apparent I would then arrange an appointment to discuss further.
Hope these comments help, Greg
Join in and write your own page! It's easy to do. How? Simply click here to return to Ask Selling.