“I’m sorry, they are not in at the present time.”
“But we had an appointment for today.”
How many times has that happened to you? You set up an appointment and when you get there, your prospect or client performs the old vanishing act.
Why does this happen? What can you do to decrease the number of times that this happens? Let’s be serious, it will happen again. However, we can greatly decrease the times it does happen.
These techniques separate those among us that want to stay in their comfortable salesperson bubble, or, join the world of professionals. That is why our program, The Action Suite, is so popular. We give you what needs to be done now.
First: If this is the first time that this has happened with this particular individual, then it is your fault. Accept it and take responsibility for it. You have to be honest with yourself and review if you went through all of the steps to make sure this appointment would happen.
Second: If you did do all that you could to make sure that this appointment was going to happen, you still take the blame with something in the vein of: “Hi Bill, I’m sorry I must have written down the wrong time and day of our meeting for which I apologize. Is there another time that we can meet?” Make sure that you confirm the time the day before with Bill.
Third: Bill does it for the second time. The message becomes a little stronger and what I have found is this is where we make the separation that I have mentioned above. Salesperson too professional. “Bill. I’m confused. We had an appointment scheduled for today at 3:00 pm and further, I reconfirmed yesterday and you stated that you would be available. Can you shed any light on my confusion?” Over 90% of the time, Bill is now calling you to apologize and to set up a third time. At this point a great majority will now be there, however, as we all know, we will get the scenario that opened this blog.
Fourth: It is quite evident at this point that Bill just does not want the meeting, but it is unable to communicate that. Again, something that very few have the intestinal fortitude to do. We want to hold on to everyone because we know ‘oh they will come along.’ ‘They just need more time.’ I’m sure it was not on purpose and something came up.’ If it is the last one, then the ‘break up message’ will flush it out. If something did not come up, then you will not hear from them. Isn’t that great? You don’t have to waste any more time, or effort on them. The message would sound something like this: “Bill. We have attempted to get together on three different occasions without success. It is apparent that we may not be a fit to solve your challenge. If I do not hear from you, on the contrary, by Friday at 3:00 pm, I will have to close your file.”
Fifth: If no word by Friday at 3:00, then close the file and move on. Value your time. Respect yourself. After all, you are the one with the solution to their challenge. If they do not want to solve that challenge, then it is obviously not a big deal to them, or, you got the wrong challenge that needs immediate action.
This game; sales, is not for the faint of heart. There are many salespeople out there. What the world needs are more sales professionals. However, being that professional means doing the hard thing.