A good salesperson knows the chance of closing a sale is higher when you get in front of the buyer. Sometimes this means setting up a meeting face-to-face, on the phone or via video link – especially with B2B or higher value sales.
Many people will simply ask for the appointment. And some prospects will say yes, just because you asked. Yet, I would ask how many times have we stopped to think – “Am I doing this right? Am I missing out on opportunities by the way I ask?”
Timing is important when asking for the appointment. If we ask too soon, we can come across as pushy and turn people off. Too late and we can look uninterested or lame. It's all about getting it right.