How Can I Turn My Connects Into Appointments? | Donald Kelly - 1863

The Sales Evangelist

While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you?

In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and send me a message.

Have The Right Offer

• You’re getting connections, but it’s just not going the way you want it to.
• To change this, start with having the right offer to provide to your prospects.
• You know you have a tailored offer when some sales team members are getting appointments.

Articulate The Message

• Thanks to my speech debate days, I tend to speak fast. I’m sure you noticed on this podcast.
• But when dealing with prospects, I slow down to help articulate the offer value to them.
• You can practice this with someone not in the sales industry to see if it makes sense to them.

Stop Rushing

• Phone calls are not a race to the finish line, so don’t rush your prospects off. Take the time to help them see the value of your sales offer.
• If you’re a part of my Sales Mastermind group then you know that one of the things I teach sales reps is to ask permission to ask questions!
• Be calm and collected to slow the conversation down, ask the question if the prospect lets you, and get them to understand the offer value before you let them go.

“If you discover the cure for cancer, there’s no way on this beautiful Earth that you’re going to sit down and tell people about it. You’re going to find ways to get the message out there. If you believe in your offer so much, don’t rush to get off the phone. 9 times out of 10 people say they’re not interested because they didn’t listen to the offer.” - Donald Kelly.

Resources

Sell It Like A Mango

Sales Mastermind Group

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.