Daniel Spencer discussed strategies and techniques for effective communication and appointment setting in a sales context. He emphasised the importance of being assertive in sales interactions. They stressed the need to set up the next steps in a conversation and negotiate the process effectively, ensuring that there was always a follow-up plan in place.
Dan suggested that being assertive, as opposed to passive or aggressive, was the ideal approach in sales. They recommended a book called "Brilliant Assertiveness" by Louis the Carr for those looking to improve their assertiveness skills. He likened assertiveness to an "anabolic steroid" that could make one more persuasive and influential in convincing people to take action.
Furthermore, Dan advised against being too passive or too aggressive, finding a balance in assertiveness. They mentioned the importance of setting appointments and checking in with clients to ensure that they were committed to the meeting. He suggested a specific time for following up with clients, which was between 3 to 5 p.m. on Saturdays, when people were usually at home.
Dan also highlighted the importance of confirming appointments the day before they were scheduled. He recommended reviewing "yesterday, today, and tomorrow" daily to stay organised and ensure nothing fell through the cracks. They stressed that being proactive and managing your energy was crucial for success.
Dan emphasised the use of calendar invites to create accountability and urgency, as deadlines were known to motivate people. They suggested labeling appointments based on the desired outcome and engaging in meaningful conversations with clients to gather context and prepare for meetings effectively.
Lastly, he discussed the concept of placeholders for non-committal clients, providing reasons for them to hold down appointments, and even involving other team members to assist in decision-making. These strategies were aimed at improving the effectiveness of sales appointments and interactions.
