3 most common Traps which Sales person has to handle while prospecting

Today I am going to share 3 common traps while doing prospecting:

Trap No. 1

1.      How many times we have heard this that when we are seeking appointment and the client says that can you tell me a bit about it on the phone? (Where as the Objective was to seek an appointment)

Recommendation: I would love to tell you more about it on the phone but I have something I have to show you. You need to see it personally. Would Tuesday 11 am be convenient for you or would 3 pm on Wednesday be better. Remember using this Alternative choice method of giving a couple of options. Do not talk about anything else except this appointment.

Trap No. 2

2.      Busy prospect will say “Could you send me something in the mail”. Those who have sent might know what the results might be. Client might not even open the email. This might be an option when you are selling from a distance.

Recommendation: I would love to mail it to you. Why don’t I come and present it to you personally on Tuesday at 11 am when I am in that area? Will you be available at that time?

Trap No. 3

3.      Tough one will say “ Why don’t you call me on Monday and we can set up a specific time to meet in the coming week.

Recommendation: I have got my calendar here in front of me. Do you have yours handy?. Lets set up a specific time right now. If something comes up you can call and we can reschedule. Would Tuesday afternoon at around 3 pm be convenient for you.

If the prospect has agreed to meet you, you have made your first sale. Objective of the call is met.

Happy Hunting

Business Transformation Coach

Akshay Seth