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Episode 52- Securing the Second Appointment
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Episode 52- Securing the Second Appointment
As promised we are going to be doing a couple shorter shows per week instead of one and this is the second of the two for the week. We hope you like the shorter podcasts that are twice a week. We think it will be easier for you to hear the entire podcast and get more help throughout the week.
This week we discuss one of the critical keys to sell more and of course make your wallet fatter. The first meeting is very important but the second one is just as important if not more important than the first. Here is how you can ensure a second appointment and consequently you do these items during the first appointment. Confused yet? Listen now and the Godfather will clear it up for you.
The first appointment sets the stage for continuing the selling process. The first appointment should include the following.
- Preparation- Research the company you are meeting with.
- Build an appointment objective – What do you want to achieve?
- Attainable
- Buyer action- As a result of this meeting the buyer will _______________.
- Measurable
- Opening- The rubber meets the road. The preparation, objection and now the opening.
- Establish rapport
- Explain the reason(focus on potential problems that buyer may need fixed)
- Check for acceptance
Thank you so much for listening. We have listeners all over the world who are downloading each episode and we would love to thank each of you individually. Please let us know how we can make the podcast better, let us know what you like and let us know of any success you may have in the field. We look forward to hearing from you.
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