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Setting Up B2B Appointments

The best approach: Call first...and make sure you listen to what your prospect has to say.

This story appears in the September 2001 issue of HomeOfficeMag.com.

Q: Although I have sold B2B before, I'm not sure how to approach a business. Should I just show up, or should I call first? I've called on businesses just to introduce myself and set up appointments, but this doesn't always go over well-even though I've already landed my first client this way and have three appointments for next week. I think I should have a variety of clients from many different business fields. What do you recommend as my best course of action?

A: First, the fact that you have the ability to sell is a decided advantage in any business you choose. So hopefully you feel the self-confidence that comes with this ability. Self-confidence creates credibility, because if you believe in you, others are apt to as well.

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