"I hear it from sales reps all the time," says sales trainer Al Uszynski. "When asking for an appointment, they state how long the appointment will take. And often times, they cite insanely short times. 'I'd like to meet with you to discuss your corporate computer network firewall...it will only take 15 minutes.' Are you kidding me? How can you have a meaningful discussion about something so involved in 15 minutes?""If you sense the prospect is short on time," suggests Uszynski, "simply propose a 'short meeting' and assure them that you'll be respectful of their time. This way, you don't create impossible expectations and you have flexibility to extend the sales call when it's going well - without making it look like a shady bait-and-switch promise."
Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow," helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com
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