To Confirm or Not Confirm: That Is The Question?

“Hey Max, regarding appointments, do you confirm them or not?”, was asked by a new salesperson.

The answer is no more obvious than the question, “Hey Max, regarding Angelina Jolie, is she male or female?”

Over the years I have heard many rationalizations a few of the best are:

If I confirm they might cancel.

Do you honestly think that if the prospect, no matter what the reason, does not want to be in the meeting they are even going to listen to a word you say? Never mind actually agree to buy?

They just told me to stop by anytime.

Then you never had an appointment in the first place, its referred to as a cold call.

I just show-up and if they don’t meet with me I can guilt them into buying.

People buy more many reasons but I can’t remember the last time someone bought out of guilt. If that’s all you got working in your favor YOU are the one that should feel guilty because you are a disgrace to the profession of selling.

1. Confirming an appointment provides many benefits including:
2. Demonstrates professionalism.
3. Qualifies the prospects level of interest.
4. Maintains equal business stature.
5. Prevents wasting time.
6. Provides competitive distinction.

Lastly, if you find that prospects are consistently canceling the appointment upon you calling to confirm, the actual problem is hiding somewhere else and NOT because of this professional gesture.

As the rules of business change, thinking must change as well. For us sales professionals, I believe antiquated thinking will only lead to frustration, unhappy clients and a dwarfed income. The purpose of my blogs is to provoke a deeper level of thought about achievement in business and to challenge the comfort zone in order to provide a new level of selling and lifestyle. Max always welcomes questions and comments. Visit Max on LinkedIn.com