Salespeople look for opportunity. Yet sometimes getting the first appointment or even connecting with the decision maker seems impossible. You might say you have “a snowball’s chance in hell” of moving the deal forward. Unless something changes, unless “hell freezes over.” Then your snowball’s chance doesn’t look so bad.
It’s the same way with certain clients and prospects. Your chances of getting that appointment may seem impossible. What could make your chances look better today than they did yesterday? What could make them look fantastic tomorrow?
By finding the valid business reason you need to move forward with the prospect, that’s how. Who you know and what you know will improve your odds of finding a really strong, door-opening, valid business reason.
Those three alone will make a big difference in your sales approach, but why stop there? Tip the scales even more in your favor by adding these:
Don’t assume yesterday’s impossibilities are today’s reality. Connect. Research. Listen. Become aware and participate in what’s being shared online. It may provide the valid business reason you need to get the appointment.
Editor's Note: This post was originally published September 11, 2014 and has been updated.