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Sales Coaching to Wn the Sale before the Sale 
By: Cheryl A. Clausen
You can't sell anyone anything until you sell them on having an appointment? One of the biggest challenges most agents have is filling their appointment book with real prospects. Just think how much easier and how much less stressful your life would be if you could hold appointments with people who are genuinely interested in doing business with you. Even though this may seem almost impossible to you now, you can. To make that possible you have to realize that selling starts long before the appointment. You have to set yourself up to attract the people you want to work with in a way that gets them to want to have an appointment with you.
It's hard to fill your appointment book now because you aren't clear about who you want to work with. Your focus is no getting an appointment with anyone when your focus should be on getting an appointment with someone who is just like one of your ideal clients. You were able to attract them because they thought you could help them with a very specific want that they had.
You provided them with something they wanted beyond any product. They agreed to meet with you because they had something very specific in mind and you knew exactly how to help them to get that. Prior to meeting you they may have been very frustrated and confused about how they were going to get what they wanted, but you made it easy for them. As you recall the process that you went through from somehow connecting with that ideal client and eventually having an appointment with them there are some very valuable things for you to learn. Now that you know what they wanted recognize that there are lots of other people just like them who want that too. That means you can create an attention getting message that when people like them hear it you'll have their attention.
There may have been special circumstances that helped you to connect with those ideal clients. It doesn't matter because you can create that connection with absolute strangers too. It won't happen as quickly but you can still make it consistently and predictably happen.
Couldn't you make it easy for others to get what your ideal clients wanted? Wouldn't other people want to talk to you if they only knew how you could make it easy for them to get what they want? Think about how could you make others aware of how you help people like them and how you make it easy for them to get what they want.
And how could you make enough other people aware so you could fill your appointment calendar each and every week with people who want to have an appointment with you? That's how you win the sale for an appointment so you have the opportunity to win the sale for closed business. Stop struggling to fill your appointment book by creating a clear message with a clear call to response that builds a relationship and makes it easy to hold the number of appointments you want to hold each week.
Article Source: http://www.uberarticles.com/articles
Author: Cheryl Clausen can help you get where you want to be. Improve your Sales Techniques, get her free ecourse. Top producers use through Sales Coaching, check this out.
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