Cementing An Appointment

Written by Sean McPheat | Linkedin thumb

2 June, 2009

How many of your appointments cry off at the last minute?

Maybe it’s down to the fact that you are not confirming them in the right way.

Here’s a way to make the appointment stick!

Just remember the word cement. C-E-M-E-N-T

C – Confirm
Confirm or re-confirm addresses, telephone numbers, and the dates and times

E – Explain
Briefly re-explain what you are going to do. Basically you want to tell them what you just told them

M – Many Thanks or Much Obliged
Thank the prospect for their time and for the upcoming appointment time

E – Exonerate
Absolve the prospect for this decision and reassure them that it is the right thing to do
(Ammunition for buyer’s remorse)

N – Numbers
The logic that helps the prospect keep the appointment set. Mention some brief numbers that seal the decision with logic.

T – Terminate with Tact
Get off the telephone SLOWLY! Always let prospect hang up first

This may sound like a lot, but it is actually very simple and quick:

Prospect:
“Yes, ok. 9:15 in the morning will be fine.”

Sales Person:
“Thanks, Mark. I appreciate your time. Now let me just double check. You are in the Midas Building on Swinton Avenue, is that right near Town Hall Road?

Prospect:
“Yes, actually, it is on the corner of Town Hall Road”

Sales Person:
“And exactly where is your office, Mark?”

Prospect:
“When you come in the main entrance, just turn left, and you will see the glass doors that say Halsbert Maintenance.”

Sales Person:
“Great. And are going to meet me there this coming Friday, that is the 8th, at 9:15 am, is that right?”

Prospect:
“Ok.”

Sales Person:
“Once again, thanks for your time next week, and I’m sure you’ll find the information I will leave with you is really useful. As I mentioned, we will just sit down for a half an hour or so and I will show you how our new technology can save you lots of man hours—as much as 55%. Oh, also, Mark do you have a pen handy—let me give you my number in case anything comes up.”

Prospect:
“Go ahead.”

Sales Person:
“That’s Linda Johnson…….with New Day Maintenance Supplies. And my office is 0843 849 6900. My mobile is 0743 844 8181. Please give me a call should anything come up.”

Prospect:
“OK”

Sales Person:
“Mark, again, thank you for your time and I look forward to meeting with you on Friday.”

It was not a long drawn out speech, but she did not rush off of the telephone. That is a solid appointment!

Happy CEMENTING!

Sean

Sean McPheat
The Sales Jedi

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