8 tips for maximizing returns on b2b sales appointments

8 Tips for Maximizing Returns on

In 2012, SalesStaff scheduled over 5,000 B2B sales meetings for our clients and delivered over 7,500 leads. We maintain a strong feedback loop with our clients on the status of those meeting and, from that feedback, SalesStaff has been able to detect patterns and best practices around sales calls.

ResearchKnowledge is power. Compile some information. It pays to know some Knowledge is power. Compile some information. It pays to know some particulars about your prospect, their products, their competitive position, and their customer base.

Much of the initial research will come from our deliverable to you. In our Much of the initial research will come from our deliverable to you. In our appointment setting process, we will work to gather as much information as possible. Part of our Discovery process with your sales and marketing leaders is to determine what information will be most useful to you during your preparations for your sales appointments. We also work to gather information on the prospect’s particular pains and challenges that are specific to the solution you offer. You will receive a full report including all the pertinent logistics of the meeting, detailed call notes, and general the pertinent logistics of the meeting, detailed call notes, and general information about the company itself to help you prepare.

ConfidenceYour words, your body language, your voice inflection… it all tells a story. Have conviction in your product and it will rub off on your prospects.

Go into every SalesStaff appointment knowing the prospect is expecting you, and willing to learn more about your solution. Always keep in mind, these are introductory meetings and the prospect may not have an active project or budget in place at this time. Our goal is to put you in front of prospects that meet your target market criteria and have a pain or challenge that could be solved by your solution. Avoid questions such as, “Why did you want to meet?” or “What are you most interested in?” since the prospect is more than likely still very early on in the discovery since the prospect is more than likely still very early on in the discovery phase and was cold called for this meeting. It’s important not to confuse these prospects with the hand-raisers that have visited your website or reached out for more information.

B2B SALES APPOINTMENTS

© 2013 SalesStaff LLC


TimeQuite simply, we’ve found it pays to ask. A strong appointment Quite simply, we’ve found it pays to ask. A strong appointment confirmation prospect will be your best friend when it comes to minimizing no-shows. And when you get to the big dance, you might say, “I know we allotted thirty minutes. I just want to make sure that still works for you." Identifying the customer's time frame helps you direct the flow of the meeting.

SalesStaff will send a meeting invite for the desired timeframe. We can SalesStaff will send a meeting invite for the desired timeframe. We can even confirm a day or two in advance that the time and date are still good. Confirming the timeframe at the top of the meeting is a good practice but be flexible. We have seen several thirty minute appointments turn into hour conversations once the prospect is properly engaged.

GoalsState the objective of the meeting early and clearly. You might try State the objective of the meeting early and clearly. You might try something like this:

Thanks again for sharing some time. The purpose of this meeting is to learn more about some of your needs and challenges. Perhaps we can determine if there might be a fit for working together. We did some homework but we’d like to hear more about [their business, their processes, etc.].

SalesStaff appointments are qualified according to your qualification SalesStaff appointments are qualified according to your qualification criteria. We advise you to allow 5-10 minutes in the beginning for additional discovery so the prospect can expound on information gathered in the initial call. Engage the prospect immediately.

ListenThe old sales adage that you should listen 2/3 of the time holds some The old sales adage that you should listen 2/3 of the time holds some water. For certain, you can talk yourself out of a sale… you can’t listen yourself out of a sale. Have prospects expound on their answers to gain a clearer understanding of the situation.

Often, SalesStaff appointments are positioned as a discovery call. The Often, SalesStaff appointments are positioned as a discovery call. The expectation is that you will get the necessary information needed to build a strong business case for your solution. We advise that the end game of every sales meeting should be to schedule some follow up sales activity.




QualificationThe sales appointment should already be qualified against the primary criteria before you even step into the meeting. From there, you need to uncover more about how the prospect buys – their timeframe, budget, authority. Most importantly, find out whether you can provide a value-add to the prospect.

Your SalesStaff set appointments are going to vary in some of these Your SalesStaff set appointments are going to vary in some of these areas. We do find prospects that have budget, authority, need and timeframe (BANT), but most prospects are somewhere in the research or discovery phase. We’ve found that often a prospect may not even know that they have needs/inefficiencies until they are introduced to a service/solution that addresses their particular pain or challenge. Our goal is to put you in front of the prospects that have a pain or challenge that you solve, and can buy or influence the purchase of your solution.that you solve, and can buy or influence the purchase of your solution.

Offering a SolutionYou listened well and hopefully you were using the information to tweak your presentation to include some of the information you’ve learned about the customer. The most powerful value statements draw on things your prospect revealed about their situation: "You mentioned that… We've made it easy for you by…"

SalesStaff works to position your offerings as a solution to some challenge. We advise that you should always schedule some next steps based on the needs-gathering you’ve done in that initial appointment. This will allow for rapport and trust while being mindful of the prospects time. A presentation or demo can then be personalized to fit the needs and challenges of this particular prospect and include any other applicable parties from both sides.

Concluding with Next StepsConcluding with Next Steps"What happens next?"

As we alluded to earlier, the goal of the first sales meeting should always be to schedule a second sales activity – a second appointment, demo, face-to-face presentation, a 3-6 months follow-up. Get whatever activity you choose onto the calendar. Never leave it up to the prospect to get in touch with you.



8 tips for maximizing returns on b2b sales appointments

Business