Techniques for making a telephone appointment

Abstract

Establishing an appointment with a potential industrial or commercial client is typically an unnerving experience. In fact, this author believes it is the most important and the most difficult step in the entire sales process. One reason why it is so important is because it is the first sale in a series of negotiations leading to a contract. Speaking candidly, if one cannot sell an appointment, one cannot sell. Often, this is the acid test for hiring an industrial salesperson. Suggests certain rules and attitudes as well as illustrates practical techniques to overcome objections enhancing the probability of getting face to face with a prospect.

Citation

DeCormier, R.A. (2002), "Techniques for making a telephone appointment", Industrial and Commercial Training, Vol. 34 No. 4, pp. 156-163. https://doi.org/10.1108/00197850210429147