Taking Your Appointment Management Skills to the Next Level
In this episode of the Just Real Quick podcast, hosts Jefferson K. Rogers and Jared Everett discuss how to manage the flow of sales appointments to increase sales efficiency and effectiveness.
The hosts discuss how indecision can be a deal killer and how making assumptive recommendations can help customers make better decisions. They also stress the importance of having an abundance mindset, avoiding desperation, and coming across as an expert to gain customers' trust. By establishing oneself as an expert, one can gain customers' confidence and lead them toward better decisions.
Key Moments:
[00:01:06] Jared introduces the focus of this episode - level one director training, specifically managing the flow of the appointment.
[00:02:44] The importance of controlling the process in sales and providing customers with a positive experience.
[00:03:15] The importance of making customers feel good during the sales process.
[00:04:20] The importance of leaving a good impression and building confidence in the customer.
[00:06:18] Indecision is a deal killer - the importance of managing the flow of the appointment and helping customers make decisions.
[00:07:17] Making assumptive recommendations and positioning recommendations to help customers make decisions.
[00:08:06] The importance of establishing yourself as an expert to build confidence in customers.
[00:09:00] Desperation is a deal killer - the importance of having an abundance mindset in sales.
[00:10:52] Maintaining confidence and conviction in sales, even during a slump.
[00:11:52] The importance of using third-party stories to make customers feel comfortable and confident.
[00:13:03] Being prepared with stories and information for any situation.
[00:15:06] Preparing for an appointment by arriving early, reviewing notes, and familiarizing oneself with the customer and area.
[00:17:04] Using a mindset of professional arrogance and expecting to close the deal.
[00:18:08] Introducing oneself and being intentional about using the customer's name throughout the appointment.
[00:19:33] Showing respect by taking off one's shoes, especially in cultures where it is expected.
[00:20:40] Jared emphasizes the importance of being respectful but taking control when going into a customer's house. The best place to set up is the kitchen table.
[00:21:55] It's important to have both decision-makers sitting right next to each other, as well as sitting directly across from them as close as possible, to create an intimate relationship and maintain eye contact.
[00:24:03] Jared and Jefferson K. Rogers discuss how to tactfully ask customers to sit in a certain way to eliminate distractions and improve engagement. Personalization and building rapport are essential in sales, but it's important to not spend too much time on it and respect the customer's time.
[00:29:14] Jared talks about the importance of being conversational but clear in your pronunciation during the intro. It's important to slow down and make sure the customer understands the story of the advertising home campaign.
[00:30:04] Importance of body language, facial expressions, and gestures in engaging customers
[00:30:44] Alleviating pressure and getting an agreement with the customer
[00:31:59] The urgency of the opportunity and the importance of reiterating it
[00:34:09] Importance of efficiently managing the slide show section
[00:34:48] Ideal time frame for an appointment
[00:36:23] Excitement and clarity in the window presentation
[00:38:47] Utilizing the measurements section for building rapport and trust
[00:40:54] Jared emphasizes the importance of having both spouses present during measurements, to ensure that everyone is on the same page about decisions that were made.
[00:41:55] Jefferson shares his experience of feeling anxious when one spouse is missing during measurements, and Jared agrees. He suggests remembering any questionable decisions made during the measurements and bringing them up to the absent spouse or going back to get them if needed.
[00:44:44] Jared advises engaging customers during the quote generation process by having them look up reviews, and before and after photos on the website, and referring to the product catalog.
[00:46:02] Jefferson explains the importance of doing price conditioning through the presentation and slideshow to avoid sticker shock at the end.
[00:47:08] Jared stresses the importance of having the closing part of the process dialed in and suggests speaking clearly, with conviction and confidence, while going over the options and being quiet afterward to let customers come to a decision.
[00:49:04] Jared and Jefferson remind listeners that each step in the process is important and skipping any of them can cause the deal to fall through. They suggest treating big deals the same as small ones and keeping cool and composed throughout the process.
[00:51:58] Keeping the same mindset and confidence for every sale, regardless of the number, is important to reduce the chances of cancellation.
[00:53:02] Setting clear expectations for the rest of the process after a sale is important to reduce cancellations. Paint a clear picture of the entire process, from measurements to ordering and installation.
[00:56:24] Committing to being the customer's "window guy" forever and always is important to reduce cancellations. Overpromise and overdeliver, and make sure to deliver on commitments.
[00:57:41] Putting the customer's number in your phone, sending them a text, and solidifying the relationship as their window guy can help reduce cancellations.
[00:58:42] Mastering the concepts discussed in the podcast can lead to success and a lot of money in the window replacement industry.
---------------
Jefferson K. Rogers is an author, podcast host, and founder of JKR Windows. While growing his business from $0 to $30M, he discovered the importance of focusing on his team, committing to his goals 100%, and having great coaches and mentors. Today, he guides aspiring salespeople to clarify their vision, invest in themselves, and achieve their biggest goals by going ALL IN.
---------------
Want to work with JKR Windows?
Apply to join the team: https://jkrwindows.com/join-our-team/
Instagram: https://www.instagram.com/jkr_windows/
Facebook: https://www.facebook.com/JKRWindows/
LinkedIn: https://www.linkedin.com/company/jkrwindows/
YouTube: https://www.youtube.com/channel/UCFgOxBWmkcRXZ2vlkWsAsTg
Follow Jefferson:
Instagram: https://www.instagram.com/jeffersonkrogers/
TikTok: https://www.tiktok.com/@jeffersonkrogers
Facebook: https://www.facebook.com/TheRealJeffersonKRogers/
Twitter: https://twitter.com/JeffersonJKR
YouTube: https://www.youtube.com/channel/UCvd12_mMDP0u6nMdMf9xYuQ
#salespodcast #salesrecruiting #salestraining
