Getting the presentations

Sales is all about follow through. It happens one step at a time. You must first get into a presentation situation. What's the best way to do what?

It depends on what your specific selling situation calls for. If you are a car salesperson, your intention should be to actively bring people onto your car lot.

You may in fact set appointment for people to come see you. Keep a database of every contact or "up" you take. Over a period of as little as 2-4 weeks, you can have a significant database of contacts.

Use them to get appointments, referrals and additional future sales. The main thing is to have as much prospect time as possible. Spending your time in front of a certain number of prospects will get you the sales you want...so you need to be pitching and holding people by pacing your pitching going in and out of conversation about the product and then about something else like family outings or long drives in country...anything that involves a picture in their minds of actually using your product.

Until you paint that picture, they will not accept this new thing, this new addition to their life.

If they can't imagine (Image) in their minds the results of having your product, they will not give you their attention. If they do not trust you, they will not pay a penny.

Now if you are selling something such as a home improvement, you may talk to home owners in a neighborhood. Offer them a basic flyer about your services and let them know you'll be in the are the next day or later on in the week because you have to speak to a bunch of their neighbors....so you'll be in the area anyway and, after you're done talking to some of the other neighbors, you'll just pop by real quick and give them a little free info and let them know what they qualify for.

The key is to get an OK from the prospect before actually seeing an appointment. Once they said OK to the dropping by some free information, ONLY AFTER THEY SAY "OK"...go ahead and then narrow down to specifics such as "Ok and my name is Mike and may I ask your name? Ok great, so I'll just mark you down so we don't forget where your at...now the address here is ...444...?

This will help you to get an initial appointment with a very non invasive or non abrasive approach. In fact you'll find that this only pulls peoples attention more.

Overcome objections