Chapter 6 – The Appointment
In this lesson, you’ll learn how to make the most of your initial appointment. You’ll better understand the importance of first impressions and how you can make yours a great one. We’ll talk about how to perfect your appearance, your attire and your greeting. You’ll also learn some great questioning strategies that will help position you as a valuable partner to your prospect. In short, you’ll be anything but just another salesperson. A brief multiple-choice quiz and recap follows this lesson to help you remember the most important points.
- Creating a Great First Impression
- Greetings and Handshakes
- What to Say During the Appointment
- What if You’re Not the Right Solution?
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Test Your Knowledge of Chapter 6
Several important items contribute to a great first impression.
It’s your personal hygiene, how you’re dressed, the tone of your voice, your choice of words and your gestures.
Pertaining to your wardrobe, you need to match it to the person or company that you are meeting with.
Focus on the tone of your voice. To build confidence in your voice, practice your lines, record yourself, learn to modulate your pace and pitch. Always remember that it’s difficult to sound unenthusiastic, unmotivated or boring when you have a smile on your face.
Closed-ended and Open-ended questions:
- Closed-ended questions are questions that can be answered with a specific response like, “yes,” “no,” or “maybe.”
- Open-ended questions are what we call the, “Big pay-off questions.” They’re designed for prospects to elaborate and give details. They’re where you’ll find whether the prospect has a need for your product and if a sale will take place.
To successfully identify hot buttons use a combination of Open-ended and Closed-ended questions.