You have to keep your phone appointments! Sounds pretty obvious, doesn’t it? One would think however here is an example that happened to me last week.
A consultant emailed me to schedule a phone appointment to talk about how his services could help my company. It went back and forth a few times and we settled on a date and time. When the appointment time rolled around, he never called! Keep in mind, he emailed me to set the appointment, not the other way around.
I didn’t hear from him until the next day when he called to apologize because he got busy on other things and had to miss our call. I had booked the time and arranged my schedule around the appointment, however he obviously didn’t see the need. For me, he would be hard pressed to sell me anything now as I simply cannot trust him.
Unfortunately, this is not the exception to the rule. I see “professionals” do this all the time. Not that long ago, it happened to me four times in one week, and in some cases, these were from people who claim to make a living as sales trainers! In speaking with other business associates, it is happening to them on a regular basis as well. It is especially frustrating when we have taken the time to email back and forth to pick a date and time, and then the sales representative doesn’t follow through.
When you stand up a prospect for a phone appointment, you lose all credibility and trust. They immediately think, “If this is the poor customer service you show me when you are trying to win me as a customer, I can only imagine how bad it will get when you get me as a customer.” What some sales people fail to realize is that when they do these things, they have lost the sale before they even have a proposal on the table!
Most sales people would not dream of standing up a prospect for a live meeting, but do it all the time on scheduled phone appointments. I think both is unacceptable behavior for sales professionals. What do you think? Join the conversation on our LinkedIn Group.
Remember, as Benjamin Franklin once said, “He that is good for making excuses is seldom good for anything else.” More motivational quotes.
For more information and detailed instructions on how you should organize your time to maximize your sales results, check out my book, check out Action Plan For Sales Success. It includes specific techniques and tools that you can use to impact your sales immediately.