Take the Actions That Create Appointments

Actions are the only things that produce results. When appointments are the target, there are specific actions to take, in a sequence, that will get them on the calendar, get them accepted via invitation, and get the result intended – namely, the sale. Here they are in chronological order:

Organize your calendar to schedule 8-10 appointments per week – at times YOU set.
Enter EACH customer interaction INTENDING to accomplish a sale or an appointment.
Recognize when an appointment WILL be the outcome: BADAS Questions/Answers.
Introduce the idea early in the conversation – when you learn there is something missing and they cannot buy today.
Declare ‘that’s your homework!’ as soon as you realize that something is missing.
Use homework to keep them connected to you and to fill in whatever is missing that kept them from buying when they were in the store.
Ask if they prefer to meet or speak again to complete the sale.
Find out what time of day is best to meet or speak again (morning or afternoon)
Offer a choice of two days and two times – specific times.
Put the appointment in your calendar and email the appointment to them. Put in ‘notes’ of appointment. “Confirm selection. Place order.”
Recap before they leave – what is decided and yet to be decided – and repeat in an email.
Schedule a window of time to call to confirm ALL in person appointments.
Call to confirm – and using the opportunity to check on homework, ask questions, overcome objections, and prepare to meet them and close the sale.
Prepare to close the sale at the appointment.
Close the sale at the appointment.

Now, go use the list to identify the actions you need to take!

oxo,

Jody

Aug 22, 2023 10:00am

By Jody Seivert

Under #JodySays, #SellItOrScheduleIt, Action plan, Achieve, Appointments, solutions, Systems, Results, sales, Closing, Discovery Questions, strategy & BADAS

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Take the Actions That Create Appointments

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