13. A good appointment isn’t a guarantee of a sale.
It doesn’t matter how many good appointments you go on. It isn’t a guarantee that you will close the deal. Especially ,if you don’t ask for the sale. There might be several reasons an appointment goes well but you don’t land the deal.
A. There isn’t a need for your service.
B. The prospect doesn’t feel comfortable doing business with you.
C. Your sales technique might need work.
D. The prospect has someone they like and aren’t willing to change
E. There are aspects of your service they don’t like (i.e. Price)
14. Don’t use cold calling to save your business.
I get calls at least once a week from prospects who need to bring in business fast and need a cold caller to help them make some fast cash. Unfortunately, this speaks to my earlier point. A good appointment is not a guarantee of a sale. Sales can take from 1-3 months from start to finish to close regardless of the industry. If you need sales faster than that it might be time to ask yourself why? And if you’re depending on someone else to save your business from financial ruin- you’ve got an even bigger image to think about. No one needs the pressure of knowing that they could make or break someone’s business.