Building a relationship – a waste of time! Ask about your family prospects, all too personal. Checking how your day is going has disaster written all over it. The conversations that most sales professionals use on their calls waste time and take them away from the chance of getting an appointment. Whether you’re looking to get your foot in the VP’s door or trying to get a consumer into your office, the key is not to waste a minute.
Business owners and sales professionals who have hour-long phone conversations have too much free time. Having long conversations does not mean that you are going in the right direction. Long phone conversations mean no answer to the call. Getting appointments in minutes requires staying focused, asking key questions, and leaving the call at the right time.
focus on the goal – When your product or service requires an in-person meeting, the goal of every phone call should be an appointment. That may seem obvious, however for many professionals they don’t have this in mind and that means the results of some calls are “relationship building” or “fact finding”. Those calls are wasting time. Consider keeping the focus of your calls on finding the client’s need and matching that need with your goal of an appointment. One of the most powerful ways to find out a prospect’s needs is through the power of questions.
ask key questions – Appointment scripts that will get you on your calendar in less than 3 minutes ask questions, not sell. Don’t tell them how good your product is. Do not reveal that it is a “great opportunity”. To get your foot in the door, ask questions that make them see the value of meeting with you. Ask them questions that pique their interest and make them irresistible not to schedule your visit. Instead of presenting what you have to offer, consider asking something like “would you like to discover all 6 items to try regardless of who you buy from?”
exit call – Getting appointments in minutes means knowing when to leave the call. When you have them agreeing to meet with you on a certain day and time, quickly exit the call. Don’t babble, don’t exchange any more pleasantries, just let them know you’ll be there and look forward to sharing valuable information with them. If you waste time talking, you could end up “throwing” them and that will only result in your appointment being cancelled.
When you have a clear focus, ask the right questions, and get off the call quickly, you can get appointments in minutes. By not wasting time you can book more appointments every hour you are on the phone.
Discover 67 questions that arouse interest that will allow you to book an appointment in 3 minutes or less. Free 5-Day Video Course Gives You the Tactics and Skills to Book More Appointments Today – www.3MinuteCallScripts.com
