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Friday, July 10, 2009
The Appointment Is the Sale

You can make the first sale by setting an appointment.

Prospecting requires making a presentation that leads to a decision: the prospectís willingness to meet with you.

What does it mean to make an effective presentation?

It means knowing your script.

It means internalizing your script.

It means practicing the script.

Know your script
Know what you are going to say and why you are saying it. Think of the approach to your contact as if you are making a presentation, because you are. The better your presentation, the better your resultsóand the desired result is a new prospect.

Internalize the script
It is important to have your scripted internalized so you can focus on the contact and his or her responses. This will allow you to understand concerns better.

Practice the script
Rehearsing the script is just as important to the sales professional as practicing is to a professional athlete. All professionals rehearse or practice the fundamentals of their trade. The more professionals practice, the more consistently they perform.

Remember what Sasha Cohen and I have said about effectiveness:

I practiced for four years to perform for four minutes.
Sasha Cohen, Olympic Skater

Salespeople find people to sell and sell the people they find. If they donít find people, they donít sell.
Gary OíSullivan

Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


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With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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