How to Close More Sales on the Appointment

To close more sales during the appointment, be personable, do less talking than they do, and aim your focus solely on finding ways to add value – even if you do not see the immediate benefit. Customers become clients and relationships when there is rapport, trust and mutual respect; ask thoughtful questions and be genuine with respectful responses and suggestions. If you come across as sincerely trying to support and service, the temperature will be a lot more ripe for a customer to decide they want to change their way of doing things. Ultimately, you don’t sell them anything; they choose to change their behavior because of recommendations from a trusted source. You can become that trusted source by understanding their process, finding any weaknesses or gaps in it, and showing them that the risk to change is less than the risk of remaining status quo.