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Avoiding Appointment Disappointment

Wednesday, December 03, 2014   By Mike Reddy


It’s happened to nearly every one; you set up a sales or prospect appointment, only to have the meeting end in disappointment.

Obviously, not every appointment is going to end in that huge sales contract or an amazing deal – but here are some business coaching tips on how to make the majority of your appointments result in success rather than disappointment.

The first step is to learn from your mistakes, your disappointment and your rejections. It is important to use each failure as a learning experience.

When you leave an appointment disappointed, get past the discouraging feeling and analyse what actually happened. By reflecting on what just occurred, what worked and what didn’t, you can fine tune your approach with potential customers. As you improve your manner and style, you’ll find less disappointment and more success.

Making a mistake is life. Making the same mistake over and over is madness.

Be confident when you begin your appointment. Assume that you’ll close the deal or make the sale. Begin by raising the comfort level of your prospect, piquing their interest while you set them at ease. You already have the appointment so you’re in the door and have your prospect’s attention.

There is an art to getting your potential customer talking. Start with asking questions. Question the prospect’s needs, wants, likes and dislikes.

Prepare your pitch as you listen, incorporating their responses into it. It will show the prospect that you were indeed listening and build the confidence in you and your product and service simply because everyone wants to have a voice and be heard.

Most people start with their product. Start instead with your prospect.

Then let them know the benefits of your product or service in relation to what they told you during question time. They want to know how they will gain from your product or partnership, so that’s the perfect way to introduce your solution and to match those benefits with your prospect’s expressed needs and concerns.

With these simple steps, you’ll avoid appointments that turn into disappointments and instead find yourself offering up “Thank yous” to your new customers.

Mike Reddy is a Chartered Accountant, business coach and advisor helping businesses in Sydney, Melbourne, Brisbane and Gold Coast to easily increase their profits and cash flow. He is currently President of the North Sydney Chamber of Commerce, a Regional Councillor for Sydney North East and a member of the Institute of Chartered Accountants Sydney leadership team. As well as advising businesses, Mike presents business development seminars and webinars and is regularly contacted by the media to comment on small business matters. You can connect with him on Facebook, Twitter and Google+.