Sales Tip – Reducing Your Number of Cancelled Meetings

Sales Tip – Reducing Your Number of Cancelled Meetings 

 

Though salespeople can’t totally prevent prospects from cancelling meetings, they can reduce the chances of cancelled meetings in the way that they position their meetings and appointments.

You can increase the likelihood of prospects keeping their scheduled meetings with you when you actively engage prospects in the content of those appointments.

For example, you can better engage prospects in making their appointments with you a higher value by using questions such as the following:

  • “Here’s what I see on the agenda… Is there anything else you would like to include in our discussion?”
  • “What else would you like us to cover in the meeting?”
  • “What would you suggest for our agenda?”
  • “Here’s what I’d propose be on our agenda. Did I miss anything?”
  • “Is there anything you would like to add, change or delete?”
  • “If we covered and solved ______ [issue], is there anything else you would like us to cover in the meeting?”

By engaging prospects in the content of their appointments, you reduce the chances that they will cancel their meetings with you.

And if for some reason your prospects do need to cancel, they’ll also be more likely to reschedule because they understand the value of their appointment with you.

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