1. Close on the Appointment, Not the Sale
If you’re on a sales prospecting call and things are going well, often times the temptation is to try for the sale right then and there. Let’s face it; getting the sale on the first call isn’t very likely. It’s pure magic when it happens, but it doesn’t happen all that often. Instead, set an internal goal of appointment setting, not closing. It’s a much more attainable goal, and getting your prospects to sign on the line which is dotted has a higher likelihood of success in person.