As a sales professional, your success depends on your ability to set appointments with potential customers. However, it can be challenging to get your foot in the door and convince someone to meet with you. That’s where the AHA formula comes in. In this article, we’ll discuss how to use this formula to overcome common objections during prospecting calls and improve your appointment setting skills.
Anticipate the Objection
The first step in the AHA formula is to anticipate the objection. When you’re making a prospecting call, you should expect to hear some pushback when you ask for an appointment. If you’re caught off guard, you might stumble and lose the opportunity. But if you’re prepared for objections, you’ll be able to handle them with ease.
Handle the Objection
Once you’ve anticipated the objection, it’s time to handle it. There are many ways to do this, but one effective method is to provide a real-life example of how your services can benefit the prospect. For example, you might say, “You know, Mr. Prospect, that’s exactly what ABC company said until they realized we could decrease their IT spend by 25%. That’s why we should meet in person so I can learn more about your company to determine if there’s a fit for my services. My services will actually complement what you’re already doing.”
Ask for the Appointment
After you’ve handled the objection, it’s crucial to ask for the appointment immediately. Don’t wait or beat around the bush. Be specific and offer a date and time that works for you. This not only makes it easier for the prospect to decide when to meet but also shows that you’re busy and in demand.
Put It All Together
To summarize, the AHA formula is Anticipate the objection, Handle the objection, and Ask for the appointment. By following this simple formula, you can overcome common objections during prospecting calls and improve your appointment setting skills. Remember to be prepared for objections, handle them with confidence, and ask for the appointment immediately.
Additional Tips
Here are a few more tips to help you master the AHA formula:
- Don’t try to overcome more than three objections per call. If the prospect gives you more than three objections, it might be time to move on.
- If a prospect asks you to call back at another time, try to tentatively set something on the calendar. Studies show that once an appointment is on the calendar, there’s a 70% greater likelihood it will occur.
- Be respectful of the prospect’s time. If they say no or seem disinterested, thank them for their time and move on to the next call.
Conclusion
Mastering the AHA formula is an essential skill for any sales professional. By anticipating objections, handling them with confidence, and asking for the appointment immediately, you can improve your appointment setting skills and ultimately win more customers and close more sales. Remember to be prepared, be specific, and be respectful, and you’ll be well on your way to success.
