Sales Tips: Sandler Rule #8: When Prospecting, Go for the Appointment
Hi. I’m Chris McDonell with Sandler Training
and I’m here to talk to you about Sandler rule #8, when prospecting go for the appointment.
Think about the last time a complete stranger called you on the telephone or walked into
your place of business and started selling their product or service. They were all excited,
said it was a pleasure to speak with you and meet you and then proceeded to do a massive
feature & benefit overload. How’d that make you feel? Prospecting is a series of events
and activities designed to determine if there’s any interest in your product or service. If
there is, any selling will take place after the prospect is qualified. Going for the appointment
takes the pressure off the prospect and the salesperson. The salesperson doesn’t have
to worry about second-guessing what features and benefits to bring up and that prospect
does not have to deploy their natural defense mechanisms against salespeople. Sandler rule
#8, when prospecting go for the appointment.