YOUR PROSPECT DOES NO RESEARCH
After an appointment is set, the prospect may do nothing until the meeting. That means they don’t think about you, your products, or services until the meeting with your salesperson starts.
This is bad because you’re now relying on a salesperson to do everything such as building a relationship from scratch, doing a needs analysis, answering questions, developing a solution, presenting your products, telling your company’s story, presenting pricing, overcoming price objections, explaining why you are different than competitors…
And hopefully closing the sale.
If not, then the follow-up begins.
As your salesperson repeats this process multiple times per day, every day, over and over again for every prospect, this repetition can lead to inconsistent performance, fatigue, burnout, and eventually turnover. It’s also a disservice to your customers because they may not be getting the whole story.