Best Practice #21: A Sales System to Consistently Acquire Appointments

Published: Tue, 09/13/22

Best Practice #21: A Sales System to Consistently Acquire Appointments

The best sales people have created a system to consistently acquire appointments with prospects, and continually work to improve that system.

All routine, sophisticated work is most effectively accomplished by implementing a system. That’s one of the observations I’ve made in my 20+ years of experience in consulting. It doesn’t matter what area of work we are considering. For example, cleaning teeth, paving a road, painting a house, laying carpet, creating your income tax returns, etc. are all routine, sophisticated jobs that are best accomplished systematically.

The job of the professional salesperson is crammed with such tasks – sophisticated tasks which need to be done over and over again. Making appointments is one such undertaking.

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A system is composed, in its simplest expression, of processes, practices and tools. Processes are the step-by-step series of events that eventually lead to a goal. Practices are the behaviors which are part of the process, and tools are the specific things we use to accomplish the process.

So, for example, when it comes to making appointments, the process may look like this:

1. Create a list of prospects.

2. Research the list, and determine the highest potential.

3. Acquire their names and contact information.

4. Deliver a pre-call touch.

5. Make a phone call to... READ THE FULL ARTICLE HERE.

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