How to Make Appointments

Efficiency is the capacity to produce desired results. It is the effective operation of a business or performance of a business task with a minimum of waste effort. In selling, efficiency is the ability to make the greatest number of sales with the least possible amount of effort in the shortest period of time. It is getting maximum results with minimum effort. It is the application of thought to what you are doing. It is using your head. It is the application of common sense. It is doing the right thing at the right time.

Efficiency seems to be lacking in the selling world. It is estimated by various sales managers and sales executives that the average salesman spends only about two hours of his working time each day actually interviewing the prospect or customer. All the other time is consumed by the salesman in getting from place to place, and a large percentage of his time is actually wasted by calling on prospects and customers who are not available at the particular time he calls. A sales- man does not get paid for wasting time. He gets paid for using his time efficiently by turning it into sales.

As a salesman, you want to operate efficiently and effec- tively in order to save your time and conserve your energy. You naturally want to get your proposition in front of the prospect. The best means to do this is to make an appoint-

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ment. Therefore, it is only good sense that you should use a part of your time making definite appointments. By doing so, you will be able to see more prospects effectively, and you will enjoy a greater volume of sales at the end of each week. What is an appointment? It is an arrangement for a meet- ing. It is laying the groundwork for an interview. It is mak- ing preparation to see the prospect face-to-face, in order to present your Sales Plan. It is really putting you there before you get there. Make it a point to make an appointment and eliminate a disappointment.