Sales Coaching To Wn The Sale Before The Sale

You can't sell anyone anything until you sell them on having an appointment? One of the biggest challenges most agents have is filling their appointment book with real prospects. Just think how much easier and how much less stressful your life would be if you could hold appointments with people who are genuinely interested in doing business with you. Even though this may seem almost impossible to you now, you can. To make that possible you have to realize that selling starts long before the appointment. You have to set yourself up to attract the people you want to work with in a way that gets them to want to have an appointment with you.

Be very clear about who you want to work with. You may be able to work with everyone, but for right now I want you to just focus on one specific client that you have that you would like a whole lot more of. They chose to work with you for a very specific reason.

They weren't looking for a product they were looking to get something they really wanted. When you asked for the appointment they agreed to meet with you because they had something very specific in mind that they wanted. You knew exactly how to help them to get that. Before they met you they may have been frustrated and confused about how they were going to get what they wanted, but you made it easy for them. When you think about that client and the appointment there are some valuable things you learn and apply. There are lots of other people just like them who want what they wanted too. That's fantastic because it means you can create an attention getting message that when people like them hear it you'll have their attention.

Even though you may have had a mutual contact that enabled your connection with that ideal client you can make it happen with strangers too. You can create a connection with strangers and get their attention when you're communicating to them about something they want. It happens much faster when you have connections but you can still make it happen.

You made getting what they wanted easy for your ideal client, couldn't you make it easy for others too? If other people knew, wouldn't they want to talk to you too? What can you do to make others aware of how you help people like them and how you make it easy for them to get what they want?

And how could you make enough other people aware so you could fill your appointment calendar each and every week with people who want to have an appointment with you? That's how you win the sale for an appointment so you have the opportunity to win the sale for closed business. Stop struggling to fill your appointment book by creating a clear message with a clear call to response that builds a relationship and makes it easy to hold the number of appointments you want to hold each week.