24/11/2014
One of most important closing techniques called COA ( Closing On Appointments ) which is :
The first closing technique is aimed at getting appointments on the telephone. If you use a telephone to get appointments, you know how difficult and frustrating it can be. Many people do not use the telephone because they’ve been rejected and turned down so many times. The very thought of telephoning triggers feelings of anger and frustration. As a result, they seek every other way possible to make contacts. The telephone however is the finest and the fastest way to get good appointments, if you know how to use it properly.
In approaching the prospect by telephone, the first thing that you say has to be something that breaks preoccupation, grabs attention, and points to the result or benefit of the product. Here is an example. I used to sell sales training programs. I would qualify my prospects when I called to make appointments. I found that I could get appointments nine out of ten times with qualified prospects using this very simple technique.
I would call up and ask the receptionist, “Who is the person who makes the decisions regarding sales training in your company?”
She would say, “that would be Mr. Jones.” I would say, “thank you. What is his first name, please?” Bill Jones. I would ask, “Could I speak to Mr. Jones?”
I would then say, “Hello Mr. Jones, this is Rami Adwan. Would you like to see a method that would enable you to increase your sales by 20 to 30 percent over the next 12 months?”
If you’re speaking to the right person, your opening question will be aimed at something that is relevant and important, and at something that the other person needs or wants. What do sales managers sit around and think about all day long? Increasing sales!
When you say, would you like to see a system that would enable you to increase your sales by 20 to 30 percent over the next 12 months, the first question that the prospect asks should be, “What is it?”
