Getting your prospects to trust you tip #2: Who you know

From the Desk of Joe Prospect Trust in sales is critical and it is made up of several things. Previously I mentioned “consistency” as being one of the key components you need in your marketing to get your prospects to trust you.   You have to be in front of your prospects on a regular basis so they come to trust that you are a stable long-term company.  And your marketing message has to be consistent so you don’t confuse your prospects…

Gaining your prospect’s trust: Tip #1 Consistency

From the Desk of Joe Prospect How do you get your prospects to trust you?This really is the million dollar question.  When it comes right down to it, selling is all about getting your prospects to trust you.So what makes me trust you more than the next guy who is selling your product or service?Let’s assume that I have not met you personally and you have to get me to trust you enough to want to talk to you. The…

Appointment Setting Tip #3: Understand and respond

From the Desk of Joe Prospect Previously I told you that if you want to get an appointment with me you have to tell me what you are going to do for me without telling me how you are going to do it. And then you tell me you only need 5 minutes of my time for the appointment so I feel the process is going to be relatively painless. What happens after you ask for the appointment? Well of…

Appointment Setting Secret #2: Make it painless

From the Desk of Joe Prospect Here is the picture that comes into my head when I receive a call from  a salesperson trying to book an appointment with me. I see myself sitting at my desk going through the obligatory ‘rapport building.  Then I see myself suffering through a sales pitch that goes on a lot longer than it is supposed to. Then I know I will have to fend off The Close and pry the sales rep out  of…

Appointment Setting Secret #1: Sell me the sizzle

From the desk of Joe Prospect I get hundreds of calls every year from salespeople trying to book an appointment with me.  You have probably been one of them.It may surprise you to learn this, but some salespeople do actually succeed in booking an appointment with me. Appointment Setting Secret #1:  Sell me the sizzle not the steak! Tell me what you are going to do for me in terms of the end result but don’t tell me exactly how…