Resources from Gary O'Sullivan
Your Personal Sales Trainer
Friday, October 30, 2009
Sell an appointment by selling them on YOU.
First impressions still matter. If your contact doesn’t buy you, he won’t buy the idea of setting an appointment with you.
What does it mean to have a contact buy YOU?
Dress for success
It is important to dress like the professional you are. Remember that when people first meet you, how you are dressed speaks before you do.
Your first words make an impact
Not only the first words you say but how you say them makes an impression on the people you contact. Whether on the phone or in person, you should have a smile on your face and a pleasant tone in your voice.
Answer the contact’s burning question
When you make an initial contact with people you have never talked to before, they have burning questions that must be answered to allow them to be more comfortable in talking with you: “Who are you, where are you from, and why are you contacting me?”
Remember what Paul J. Meyer and W. Clement Stone said about selling others on YOU:
Whatever you vividly imagine, ardently desire, sincerely believe, and enthusiastically act upon . . . must inevitably come to pass!
Sales are contingent on the attitude of the sales professional, not the attitude of the prospect.
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.