">

RAB Research Archive

When setting an appointment, resist the urge to sell



Salespeople have a natural inclination to want to sell a product when interacting with a potential buyer. Nobody wants to have something pushed upon them. Instead, appointment setting calls are designed to intrigue a prospect enough to get a face-to-face meeting. Your goal is to set an appointment, not sell them something.

By calling with a genuine desire to help, it is easier for salespeople not to pressure prospects. Don’t force the issue. Instead, reps should call with a sincere belief that they are trying to help a prospect out of a situation or predicament. This helpful tone is less likely to offend buyers or put them on guard.

Source: Marketing consultant Will Humphries





Regional Reps
NAB Show
RECAS
Or use your account on Unify

Error message here!

Hide Error message here!

Forgot your password?

Or register your new account on Unify

Error message here!

Error message here!

Hide Error message here!

Lost your password? Please enter your email address. You will receive a link to create a new password.

Error message here!

Or use your account on Unify

Error message here!

Hide Error message here!

Forgot your password?

Or register your new account on Unify

Error message here!

Error message here!

Hide Error message here!

Lost your password? Please enter your email address. You will receive a link to create a new password.

Error message here!

Back to log-in

Close

Back to log-in

Close