Techniques for making a telephone appointment
Abstract
Establishing an appointment with a potential industrial or commercial client is typically an unnerving experience. In fact, this author believes it is the most important and the most difficult step in the entire sales process. One reason why it is so important is because it is the first sale in a series of negotiations leading to a contract. Speaking candidly, if one cannot sell an appointment, one cannot sell. Often, this is the acid test for hiring an industrial salesperson. Suggests certain rules and attitudes as well as illustrates practical techniques to overcome objections enhancing the probability of getting face to face with a prospect.
Keywords
Citation
DeCormier, R.A. (2002), "Techniques for making a telephone appointment", Industrial and Commercial Training, Vol. 34 No. 4, pp. 156-163. https://doi.org/10.1108/00197850210429147
Publisher
:MCB UP Ltd
Copyright © 2002, MCB UP Limited