Do realtors or insurance agents carry bags full of brochures, waiting to pounce on unwary passersby? No: they make appointments. Here are ten steps that turn appointments into successful sales: Sell the appointment first; call ahead and confirm; show up on time; control the “small talk”; explain your products and benefits; give your personal story; answer questions; ask for the sale; explain the follow-up; tell them how they can contact you.
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