Sales Tips: Use the AHA Formula to Get More Appointments

http://www.blitzmasters.com/index.cfm Welcome to another episode of Coffee Coaching with Andrea Sittig-Rolf, CEO of BlitzMasters and creator of the Blitz Experience. Being able to overcome objections is an important skill to have. We've developed what we like to the "AHA Formula." This will help you get past an objection and keep you on your way to setting an appointment with a prospect.

The formula is simply to anticipate the objection, handle it, and ask for the appointment. Expecting an objection to your requesting an appointment will help you to not be thrown off guard and say, "OK, thanks for your time," and hang up the phone.

Preparing how to handle this is key. One great example of overcoming someone who says they don't want to make an appointment is to say, "You know, that's exactly what our other client said until they realized that we could decrease their IT costs by 20 percent. That's exactly why we should have a meeting so we can discuss your company and see if there is a fit for my services."

After handling the objection, it's key to immediately ask for the appointment by saying "How's Tuesday at 10:15?" before he or she has a chance to respond. Only give the prospect one choice at a time so it's as easy as possible for him or her to meet with you. Also, asking for a specific time lets the prospect know you're busy too.

Here are a few tips. Don't overcome more than three objections per call. After the third one, say "thanks" and hang up. You certainly don't want to argue with the prospect. Also, if the prospect asks for you to call back, ask to tentatively put something on the calendar and for you to call back later to confirm. Once an appointment - even a tentative one - is made, there is a high likelihood that the prospect will follow through.

Using the AHA Formula, you'll ultimately win more customers and close more sales. Thanks for watching and be sure to check out our other episodes of Coffee Coaching.

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