Following on from my first article ‘Pre-call Planning’ we should have planned that this contact is the correct person to be initially approaching but let us not make the assumption that this person knows we are planning to make an appointment with them and that they too are planners as well. In the first article I made mention of not making a sales call without an appointment. As stated earlier many will say that it is ok to just walk-in unannounced and that you just take your chances but I do not believe in wasting my time or the time of my intended contact as they too are business people who will probably have their days planned ahead and expecting to just walk-in to see them I know is not fruitful and as a senior manager they will not see me without an agreed appointment.
Many, many, years ago I learnt that the best way to sell to another business person is not to sell a product or service but to present a business solution…how will this benefit the buyer, business owner or manager? It even has a name, it is called ‘solution selling’ and I have been using the terminology for over 40 years. So, what does this lead to, if you intend to gain an appointment for the first time with a ‘targeted’ contact, you need to think about what you are going to say and here comes the scary part…
For the full article click on ‘Selling Tips B2B – Gaining the First Appointment’
Enjoy the read.