I just got off the phone with an associate. My head started shaking so much as he was telling me the story that I just had to blog about it immediately.
My associate (I will refer to him as the prospect for our purposes) was on the phone with a sales person. Things were wrapping up and the next logical step was the next appointment. The sales person said “Could you email me three times when you are available and we’ll set our next appointment from there.”
The prospect, somewhat confused said, “Well … uh… can’t we just pick a time now while we’re on the phone?” The sales person then replied “It’s just easier for my calendar if you email me.”
I was shocked! This sales representative actually let technology get in the way of the sale. Sure, it may be easier for the representative to book an appointment into a program like Outlook when someone emails, but it certainly is not easier for the prospect. Taking this a step further, even if the prospect actually takes the time to send the email, what are the chances that an appointment is going to be booked on with just one email? Not likely. All the sales representative has really done is inconvenience the prospect, and has wasted a lot of valuable sales time.
The whole point is to keep the sales process moving forward. If a sales person cannot book an appointment into their system when they are lucky enough to be speaking directly with the prospect, either in person or on the phone, then that sales person needs to get another calendar. In other words, perhaps your Blackberry should only be a cell phone!
Looking for quick and easy ways to build trust with your prospects? Download our free online sales training video from the B2B Sales Connections Download Centre. While you’re there why not download a free copy of our white paper How To Create Your Unique Value Proposition?
Susan A. Enns, B2B Sales Connections