How I Raised Myself from Failure to Success in Selling Ch 26

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Questions and Answers

What significant change did Ruby Day implement in his business that helped him recover financially?

He moved to a larger shop.

He hired additional staff to serve more clients.

He started offering discounts to customers.

He began working by appointment. (correct)

What was Ruby's initial belief about working by appointment?

He was confident customers would prefer it.

He thought it would scare customers away.

He believed only doctors and lawyers could work this way. (correct)

He thought it would increase customer wait times.

How did the narrator convince Ruby to start taking appointments?

By suggesting that customers prefer not to wait. (correct)

By forcing him to agree during a conversation.

By offering to pay for an appointment book.

By showcasing success stories of other barbers.

What personal challenge was Ruby facing at the time of the conversation about appointments?

He had just become a father. Signup and view all the answers

What was the outcome of Ruby starting to work by appointment?

He increased his income and stabilized his business. Signup and view all the answers

What was the taxi driver's main realization after attending the sales school?

He could provide a scheduled taxi service. Signup and view all the answers

What does making appointments help eliminate, according to the content?

Waste of time. Signup and view all the answers

Why do customers value appointments, as suggested in the content?

They feel the salesperson is more serious about their time. Signup and view all the answers

How did the author compare making appointments in sales to baseball?

Getting on base is foundational for scoring runs. Signup and view all the answers

What should a salesperson focus on when trying to set up an appointment?

Securing the appointment itself. Signup and view all the answers

What tactic did the author use to ensure he would be remembered when making his call?

Mentioning a mutual acquaintance. Signup and view all the answers

What was the result of the appointment approach mentioned by Harry Wright?

He encouraged customers to visit his office. Signup and view all the answers

Why did the author warn against getting drawn into a sales talk over the phone?

It makes obtaining appointments harder. Signup and view all the answers

What strategy did successful salesmen not commonly use, but found beneficial?

Having regular days and times for visits. Signup and view all the answers

What was the outcome of the five-minute meeting with Mr. Aley?

The author gathered valuable information about Mr. Aley. Signup and view all the answers

Study Notes

Making Appointments for Sales Success

Barber's Success Story: A barber, Ruby Day, overcame financial struggles by implementing appointments. This allowed him to manage time effectively, resulting in a thriving business and a comfortable home. His method inspired a taxi driver and others.
Appointment System Benefits: Appointments save time for both the seller and the customer. This creates a sense of respect and value for the customer's time, leading to better attention and a positive interaction.
Appointments as a Sales Strategy: Selling an appointment is often easier than selling a product itself. Focus initially on securing the meeting to discuss the relevant needs and then selling the product.
Handling Difficult Customers: Persistent and courteous approaches can yield success even with individuals challenging to schedule. Asking about preferred meeting times, proposing lunch or travel arrangements, or offering meetings in advance can lead to appointments.
Office Appointments: Making appointments at your office, free from interruptions and distractions, can also be a successful strategy.
Telephone Techniques: A primary method to create appointments is via phone, taking calls in an efficient manner to manage time effectively while securing slots for customer meetings.
Appointment Setting as a First Step: The primary goal when contacting a potential client is to secure an appointment to engage in a discussion about their needs. Focus on scheduling the meeting first, before attempting to sell a product. This builds rapport.
Follow-Up: Leaving a message for a client to call back can be an excellent tactic. This implies that the caller considers the client important and has something of value to discuss with them.
Example Conversation: A detailed example showcases how to approach and engage a client, with an example script for obtaining an appointment and managing meeting time effectively.
Persistence and Courtesy: Even when encountering difficult scheduling, persistence and courtesy are key to eventually securing an appointment.
Time Management During Appointments: Setting and managing time effectively during appointments, like limiting the initial meeting to five minutes, ensures focused conversations and addresses customer needs. This also prevents the salespersons discussion time from being exceeded, allowing him to leave when he feels ready.
The importance of Appointments in Business A common theme in business is that it is most important for a business to be able to follow through with appointment-based services where they can set a time for any given client, ensuring the maximum capacity of business productivity while also pleasing the respective clients.

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Description

Discover how effective appointment scheduling can transform sales success through focused interactions with clients. Learn from success stories and explore methods to better handle customer relationships while maximizing your time management.