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Who’s in the meeting – and who’s not?
Guest articles > Who’s in the meeting – and who’s not?
by: Sharon Drew Morgen
So many sales folks are targeting ‘appointments’ these days. I wonder if you know who actually is in attendance. And who isn’t but should be.
As you enter your meeting, do you know:
Sellers seem to believe that just because you get an appointment you have a leg-up to make a sale. But this isn’t true, or you’d be closing a lot more sales.
WHO COMES TO AN APPOINTMENT?
Here is what happens when you make prospecting calls to get an appointment vs using Buying Facilitation® which helps buyers begin the process of solving a business problem immediately:
WHEN DOES THE PROSPECT DEFINE THEIR SOLUTION NEEDS?
The very last thing a buyer does is choose a solution. When you call to get an appointment, you are ignoring the change management issues the buyers must manage behind the scenes. It would be equivalent to you walking home and noticing a terrific house for sale, buying it, and getting home to your family telling them they are moving tomorrow – after one brief conversation with your wife about moving but without everyone discussing that they want to move, when, what neighborhood, and what they each want a house to do to take care of individual needs (ie. a large playroom; a backyard; a large kitchen, etc).
When you use Buying Facilitation® from the first call, you are directing your efforts to helping buyers determine their steps toward a purchase. You will be able to
You want the entire Buying Decision Team present on any appointment you go on. Don’t use your body as a prospecting tool. And just because you got an appointment doesn’t mean you made a sale.
Check out Sharon Drew Morgen's new book: Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
Or consider purchasing the bundle: Dirty Little Secrets plus my last book Buying Facilitation®: the new way to sell that influences and expands decisions. These books were written to be read together, as they offer the full complement of concepts to help you learn and understand Buying Facilitation® - the new skill set that gives you the ability to lead buyers through their buying decisions.
Contributor: Sharon Drew Morgen
Published here on: 11-Sep-11
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