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Selling to Win, 4th Edition by Richard Denny

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Chapter Six

Getting the appointment

The vast majority of people involved in our great profession actually loathe making the sales appointment. And in many cases, otherwise professionally able and successful salespeople are pretty useless in using the telephone to fix a sales meeting (presentation). But the true professional must master this part of his or her business. So let’s go though the stages that will make it easier. Making it easier will, of course, make the results more effective.

Stage 1

This is the process of tuning your prospect list. If there is any uncertainty about who is the buying authority in each case it is now that the telephone call should be made to the prospective company.

Dial the company and ask the switchboard operator ...

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