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number one closing technique begins with getting appointments is there anybody here uses the telephone to get appointments you notice how difficult and frustrated as many people do not use the telephone because they've been rejected and turned down so many times on the telephone at the very thought of it causes them to be angry and frustrated and tense so what they do is they find every other way possible to make contacts and the telephone of course is the finest in the fastest way if you know how to use it properly so in approaching a prospect and using the telephone the key is this that the first thing that you say to the prospect once you have be found out who it is has to be something that breaks preoccupation grabs attention and points to the result or benefit of the product I'll let me give you an example I used to sell Believe It or Not sales training programs and I would qualify my prospects and I would call and make appointments and I found that I could get appointments nine out of ten times with qualified prospects using this very simple technique what I do is I'd call up and I asked the secretary I'd say who is the person who makes the decisions in this area who is the person who makes the decisions about sales training for your sales force they would say well that would be mr. Jones I'd say fine what is his first name please Bill Jones I find so could I speak to mr. Jarvis hello mr. Jones this is Brian Tracy how would you like to see a method that would enable you to increase your sales by twenty to thirty percent over the next twelve months now if you're speaking to the right person the question will be aimed at something that is of relevance and something that the other person needs now what do sales managers sit around and think about all day long increasing sales sales being down sales being up at increasing sales when you say would you like to see a system to enable you to increase your sales by twenty to thirty percent over the next twelve months the first question of the next question the prospect asked is what is it and that's where you go into the clothes and when you are telephoning for an appointment you are telephoning to sell an appointment not to sell a product the biggest mistake we make as we go in to start describing our product on the telephone and the person says well no I'm sorry I'm not interested can't afford I don't have the time and so on so all you do is you're selling 10 minutes you say that's exactly what I want to talk to you about I need about 10 minutes of your time I'll show you what I've got and you can judge for yourself if it's what you want if the person says something like and I used to hear this they say how much is it they don't even know what it is you're heard that how much is it and this is the way you handle that you say mr. prospect if it's not exactly what you're looking for there's no charge at all very good very good response get the price thing out of the way it's not exactly what you're looking for doesn't cost you anything then the person says well could you tell me a little bit about it I'd say well that's why I need just 10 minutes of your time just 10 minutes I'll be able to show you what I've got and you can judge for yourself if it's what you're looking for now the part the person will often remember this is that good prospects are always busy and hard to get to poor prospects are not busy and they're easy to get to if you call up somebody you ask for an appointment they say sure come on over anytime you can be sure the person is going to buy anything from you so you have to be very very sharp and using the telephone oh the person's gonna say this the prospects didn't say this well could you tell me a little bit about it you say yes I would like to but there's something I have to show you now as soon as you say the words show you've eliminated the necessity to describe it on the telephone first as well could you send me something in the mail I say I would like to send it to you in the mail but you know how bad the Mail's are why don't I drop it off personally sometime this afternoon now if the person is at all serious they'll say okay drop it off personally sometimes I say will you be there yes I'll be there okay about three o'clock I'll be in your neighborhood I'll drop it off personally don't mail information when people say send me some information in the mail what they're saying is go away I'm not interested in when you send it to them in the mail it goes right across the desk and into the wastebasket if you're going to send things in the mail what you do is you put in the envelope throw it in your own wastebasket save yourself a stamp we make the mistake of thinking we could throw it in the mail and then and we're actually making sales no we're not making sales so what you asked for is 10 minutes and this is the key expression you be the judge you decide for yourself if this is what you're looking for and if you'll say it in that way the person will say well I don't know all I need is 10 minutes of your time and you can judge for yourself because what this does is this says that you'll only be there for a short period of time you will put no pressure on the person you'll just show them what you've got like a Arab traitor in the bazaar lays out their wares if the person doesn't want to select one in ten minutes you'll be gone now I have found that if you ask for 30 minutes you will have to wait for weeks maybe forever if you ask for 10 minutes you can always be slipped in don't make the mistake of doing the old insurance salesman trick god bless the insurance industry I'm saying how about ten o'clock today or two o'clock tomorrow this alternative clothes on it don't do that because it's been used so many times that what it does is it insults the other person just say sometime this afternoon or maybe sometime tomorrow be very flexible once the person gives you a tie no that's another thing they do they said once you call me on Monday and we'll set up an appointment and what you say to them is this you say look I've got my calendar right here is your calendar handy dumb question of course the person set their desk their calendar is handy you say let's set up a time right now how about 10 o'clock Monday morning don't allow yourself to be put off with this call me back on Monday nonsense because it's just another way of them avoiding seeing you remember the very best customers you'll ever have are the ones you're going to have to fight to get into see they are the ones who are the best for you so so when they try to put you off and they try to avoid you and they try to make excuses it's what they're saying is this may be a very very good customer and somebody is going to get to those person that prospect and somebody's going to sell the prospect might as well be you so just be persistent be polite be firm say look all I need is 10 minutes of your time just 10 minutes we'll do it 10 minutes you'll be able to decide for yourself and just sell 10 minutes if they ask you about your product or service 8i it's it's too involved to go into on the phone but it'd just be take 10 minutes and I'll show you what I've got and sell only that if you cannot close on the telephone appointment you can't even get to first base and become good at it if you are shy about using the phone if you're anxious if you don't like to use the telephone it's because you had frustrating experiences in the past okay you