The introduction, is not pledge a for a lifetime

Many of you have to introduce ourselves - or to introduce the call, because I like to think about it - set the appointment of the new business prospects. In order to effectively set new business appointments, it is important to determine the goal of your initial phone. Many of you said that your goal is to complete the sale. This is a fact - the income is your ultimate goal. The closing, however, is not your first phone target. This is an important distinction! Introducing the phone, your goal is to set up an appointment, only to set up an appointment.

Every business has its own sales cycle. Get in the door, is one step. If your prospect does not know about you, your company, your products or services, then she will never buy you. So how do you complete a step, and turned away?

Described in the call, you do not sell your products or services you sold. You want your prospects to give you 10-15 minutes, so you can introduce yourself, your company, your products or services. That is it! At this point, you did not ask the prospect to do anything but give you the time you did not ask her to buy anything, to change suppliers, commitment to change anything, she normally does not.

So close to your phone to change the whole conversation. Assuming that your potential customers tell you that she has been a supplier. So what! You are not asking her to change suppliers, you ask her to meet with you so that you can introduce yourself, your company, products or services, Thus, in the future, if her change, she will know you, she will know the company, product or service. Of course, it never hurts to have a backup source. This is entirely reasonable! (By the way, if your prospects have a supplier, a qualified prospect - buy what you sell!)

If you want to in this way, you call the whole tenor of the conversation with your prospects for change introduced. Less pressure on you and your prospects. It makes your way easier, relax your prospects and allow them to what you're talking. This project. Once you are at the door, the sales cycle forward.

Please remember: This is an introduction, the introductory session, not a lifetime commitment!