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5.0 out of 5 stars Great Insights Into Getting Meetings With Decision Makers, 19 May 2004
By 
Donald Mitchell "Jesus Loves You!" (Thanks for Providing My Reviews over 124,000 Helpful Votes Globally) - See all my reviews
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This review is from: Make It Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (Hardcover)
Most salespeople know just what to do when they get in front of a decision maker who has a need. But most salespeople spend too little time with decision makers whom they haven't met before. The salespeople either put too little effort into prospecting, or stay focused on cold leads much too long. Stephan Schiffman takes dead aim at that problem and provides ways to motivate you to take an more energetic approach, to implement a system to help you get there, and to keep you perservering until results occur.
Although there was much good advice in the book, I thought that his descriptions of the psychology of exploring over the telephone setting up a face-to-face meeting was masterful. The book deserves five stars for that section alone!
Basically, he wants you to realize that every objection to having a meeting that you will ever get will come in one of only about a dozen forms. If you think about these objections, you can create a response for each that leads naturally back to your question, 'Are you free to meet with me at 2 p.m. on Wednesday?' He provides a number of useful examples that he uses in his training business to help stimulate your imagination.
I also thought that his advice to leave voice mails where you offer to tell the prospect something important about a well-known company (that happens to be your customer and has agreed to be a reference) is likely to make it easier to make the initial telephone contact.
Depending on the type of customer you deal with, you may need to soften or harden the method he describes, but the basic concept of being focused on getting the meeting first is a very good one. By asking people to commit to action, you tell whether you are creating a live relationship or not. If not, ask 'why not?' and learn something. The book basically turns what most think of as rejection into progress. I thought that was a great way to turn around stalled thinking about selling.
After you have finished the book, ask yourself what other requirements you have in order to make progress in what is important to you. Then consider whether you are making enough progress in those areas. If not, create a system and set of self-motivations to assist you in implementing that system. You should be able to make vastly more progress as a result.
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Make It Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want
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