Introduction. Step One. Step Two Step Three Step Four Step Five Step Six Step Seven Step Eight Step Nine Step Ten Step Eleven Step Twelve

The Appointment

Step five

Be prepared

Well when all goes as planned you now have a qualified prospect that is ready to be educated on how they can benefit from doing business with you. But before you go for the close you must be prepared. So let's talk about being prepared. The first thing you must solidify in your mind is that you are the authority for the time you spend with the prospect. You are the trained expert and you will act that way, not arrogant but self assured. Humans recognize confidence positively and followers naturally get behind and support the ideas of leaders. You must be the alpha and you must control the entire experience.

Next you must make sure you have everything you will need to close. This includes all product and service knowledge. You will have to be an expert to close on a constant bases. I have watched many presentations that have gone terribly wrong in the product or service part of the presentation. You need to know everything you can about your offering or you need an expert on call to answer questions that might come up during your time with the prospect. If you can't answer any question, that will be the objection at the close. So educate yourself on a regular basis and find the answer to all questions when they come up. If you should have to call for an answer, you are not degrading yourself, you are showing the prospect that nothing will stand in your way of being professional and looking out for their best interest.   

What else do we need for the close. Well need all demonstration props must be clean and sharp looking. Anything that you will want the qualified prospect to make decisions on must be represented. Actual working demo equipment or written cut sheet of the product.  You also should have several sets of paper work needed to close the deal. This way when you finish the close and get the order you are done and you don't need to go back for any paperwork. You should also carry several pens. Be confident. You are ready for anything.

Next, how you look is very important. I am not saying that you need to be physically beautiful but you need to be clean. Looking clean includes being clean shaven as well as brushing your teeth, and looking like you are ready for work, not like you just rolled out of bed. Your clothing must be fresh and pressed and your shoes need to be polished. Shower every morning. The rule is you do not want to be offensive in any situation. Be dressed and prepared to walk, appropriately, into any situation.

You are prepared with clean props, crisp complete paperwork and you are shaved, smell good and look presentable. Now you need to be on time. The rule is if you know you will be late, call 10 minutes before the appointment time so that the prospect knows you will be late. People want to be made to feel important. If you don't treat the prospect with respect you are putting yourself into an inferior selling position. If you are late by one minute, without a call,  you are wasting the prospects time and showing disrespect. I have consulted with many people that when just adjusting this one thing, being prompt, their careers took off. Why? Because when you are late you feel bad and it is hard to close when you start off in a negative position. When they were on time their confidence levels went up and closing is step ll is all about confidence and control. Be prompt and show respect for the prospects time and succeed.

Now you are ready and on your way and you are in the neighborhood of the appointment. Just before you are in sight of the location check yourself in the mirror so you know you are ready.

Now try this simple exercise and watch the increase in your closing percentages. First clear your mind of everything that is going on in your life. The old saying goes, "leave everything at the door".  The only thing that you should be focused on is hitting every step and picturing in your mind the appointment going exactly the way you anticipate. Finally, just before you knock on the door visualize asking for the order, the prospect agrees, they pick up the pen and sign the agreement. Now start your time with the prospect remembering that touching every step will bring you back to the best closing possibility, the prospect picking up the pen and signing the agreement.

When you arrive at the appointment you should be ready to get right out of the car and confidently walk right up to the door. As you enter the door look the prospect right in the eye and give them a firm handshake. Looking the prospects directly in the eye is a sure sign of confidence not looking them in the eye means that you are not confident and it hurts your first impression. Also a weak handshake hurts the prospects opinion of you because again it doesn't make you seem confident. So start with a firm handshake and look them in the eye and never stop the entire presentation.

Also, we are in the people business. Studying human nature is extremely important. I suggest that you get an introduction to psychology. It will show you how people typically react in similar situation. Also get a book that teaches body language. Our business is  reading and motivating people we should know everything we can about how people act. Human nature is incredibly accurate, learn about it. This also applies to your body language. Smile, look them in the eye, hold your hands open, breath calmly, and stay level. This by itself is so comforting psychologically, to the qualified prospect . 

Summary: Preparation can make or break you. You want to be a professional and an expert, educate yourself whenever possible. Prospects will respect your knowledge but remember people don't care how much you know, until they know how much you care.