Nano Training Series: Week 11
I knocked on a door today and the prospect told me that it was a bad time to talk. I asked if it was to come back tomorrow and she replied‘I don’t know, just give me your card and I’ll call you tomorrow.’ She could have also said, ‘Call me tomorrow to set the appointment.’
As any experienced agent knows, that is a nice way of saying, ‘Please go away so I can never call you back.’ Think about it logically. If you are already standing there why would they ask you to call later to set the appointment? The answer is… they want time to think of a kind way to tell you to get lost.
Allowing a prospect to hold 100% control of the contact initiation is a recipe for disaster. You may as well throw your business card
in the trash to save them the time and effort.
So, how do you deal with a scenario when a prospect tries to delay setting an appointment when you are standing at the door step? Using the script I am about to give you can pretty much guarantee an appointment and/or a phone call.
Say this:
“Tell you what, Mam. Let’s go ahead and set the appointment for 11 AM tomorrow morning. Here is my card. If anything changes, go ahead and give me a call to reschedule. I will do the same.”
This approach is genius because it puts the prospect in 100% control (like they want) but only AFTER you set the appointment (like you want). It’s a win/win. Try it!
As any experienced agent knows, that is a nice way of saying, ‘Please go away so I can never call you back.’ Think about it logically. If you are already standing there why would they ask you to call later to set the appointment? The answer is… they want time to think of a kind way to tell you to get lost.
Allowing a prospect to hold 100% control of the contact initiation is a recipe for disaster. You may as well throw your business card
in the trash to save them the time and effort.
So, how do you deal with a scenario when a prospect tries to delay setting an appointment when you are standing at the door step? Using the script I am about to give you can pretty much guarantee an appointment and/or a phone call.
Say this:
“Tell you what, Mam. Let’s go ahead and set the appointment for 11 AM tomorrow morning. Here is my card. If anything changes, go ahead and give me a call to reschedule. I will do the same.”
This approach is genius because it puts the prospect in 100% control (like they want) but only AFTER you set the appointment (like you want). It’s a win/win. Try it!