RAB Insights

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: Will Humphries, marketing consultant