Compete & Win in the Telecom Sales: A Step-by-Step Guide for Successful Selling
A guide for veterans and rookies who want to refine their skills and gain an edge in selling telecom products and services.
TABLE OF CONTENTS Compete & Win in the Telecom Sales: A Step-by-Step Guide for Successful Selling
Chapter 4: Step 2 Great First Appointments
In this chapter you will focus exclusively on the fine art of the first meeting or appointment with your prospects. As stated previously, you only get one chance to make a good first impression. If you fail, everything else that happens afterwards in the sales cycle will suffer.
Review
First you need to review briefly what you covered in Chapters 2 and 3.
Chapter 3 covered prospecting and getting appointments in the Telecommunications Industry. I want to caution you that it will do you absolutely no good to read this chapter if you re not skilled in finding your prospects.
In Chapter 2 you reviewed the sales cycle, or what I call the eight steps to success, which are:
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Prospecting - The Foundation for Success
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Great First Appointments
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Qualifying
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Fact-Finding
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Effective Presentations
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Overcoming Objections
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Closing
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Follow-Up and Support
You can easily see that once you are skilled in finding prospects, you can then use the skills covered in this Chapter to dazzling them in the first meeting.
As I begin to discuss the fine art of meeting face to face with your prospects, please make sure you are comfortable with the concepts we covered in Chapter 3.
| Sales Manager s Tip: | Ask your salespeople what they learned or remember from Chapter 3 before going on to Chapter 4. |
In Chapter 3, among other things you discovered
The importance of developing great prospecting skills:
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Prospecting by the numbers.
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How to automate the prospecting process.
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Tools you can use to contact and...
Copyright Philip Max Kay 2001 under license agreement with Books24x7
