B2bsales's Blog
"We help people stop selling."

Stop Begging for Appointments

yesterday I spoke to a client who told me they are still able to get appointments but arent closing. They follow-up and follow-up and no return call. I told him there are a few things going on. First how are you getting the meetings, are you pre-qualifying or just “begging” for an apointment. The other thing is what are you uncovering at the meeting. Not saying but uncovering. Stop seling and listen. Once you ask what their issues really are you may be able to give some solutions. They will lead you to the close if they feel they are getting what they want, not what you are selling!

 
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