Agent: "Mr. Stein, I'd sincerely like to meet you. Let me make you three promises. First, at our initial meeting, I won' t try to sell you anything. Second, I won't stay longer than 20 minutes. Third, I won't call you again, unless you feel it's in your best interest."The best possible outcome of our meeting is that you find some ideas that will really help you. The worst thing that can happen is that you'll have spent 20 minutes with me! I'll let you decide how bad that is!
"Fair enough?
(Wait for an answer.)
"Looking at your calendar, is there any reason why we cannot get together on (day and time), or would (day and time) be better?"
If it becomes clear that you won't be getting a scheduled meeting, X-Date, if you want to stay in touch with the prospect, or throw away, and move on to the next call.
What should you do if a prospect keeps rejecting all of your "positive" choices for a morning (or at least daytime) scheduled meeting?
Try this! Offer a negative choice, like this one:
Agent: "I can see you're pretty busy. Why don't we make it Saturday afternoon at 4:00 or 5:00 p.m.?"
Just the thought of listening to a financial presentation late on a Saturday afternoon, may be enough to get most people busy checking their calendars for a more agreeable time during the week. Yes! It really works! |
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.