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Phone Appoint Setting - Assuming The Close...

by John Durham
5 replies
Assumptive appt setting close.


Great Bob I am going to check out your site and make some recomendations for you... this is your office number right?


Okay great, and whats a good time to reach you on it tomorrow?

What have you done here? You got Bob to admit that this is his office number he's gonna be in the office tomorrow at 3:00

Tell you what Bob, you are still on third street right?


Great.


Im actually gonna be out that way tomorrow around 3 I could easily just stop by while Im out and talk to you for a few minutes about this, and show you what we're looking at , whats a good time for you between 3 and 4?

Can Bob lie to you now and tell you he's not gonna be in the office at 3?

Maybe he says he's busy, what do you do? Do you ask him if it would be okay to stop by on tuesday instead? No. You dont give him a chance to say yes or no... instead you offer options that he can choose from, and instead of yes or no, he picks an option.

Well Im actually going to be out there on thursday too... I have a 1 oclock and a 3 oclock open...Which one of those would be best for you Bob?

Assume the appointment. Ask closed ended questions. Basic to some, but new to others.... remember in your appointment setting to always assume the appointment, and ask closed ended questions. Not "can I come by"? but rather "I have a one oclock and a two oclock open, which would be best for you?

Havent contributed in a week or so with a thread... so hopefully this small nugget will help someone in their appointment setting this week!
#appoint #assuming #close #phone #setting
  • Profile picture of the author MYY
    I would recommend learning about transactional conversation. Its a natural step to close and you don't have to have a "close." You should have built the trust and moved into the natural conclusion. A call to action prompt isn't bad though.
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  • Profile picture of the author John Durham
    Indeed. Closing is about leading someone to the natural conclusion. The entire pitch is just a chain of transitions from one level of closing to the next until the close is just the biz owner saying "okay, what do you need from me to get started..."?

    A check of course.
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  • Profile picture of the author Bronwyn and Keith
    Hey John

    Thanks for sharing.

    Some pretty good lines in that bunch.

    Might even start using a few.

    Regards

    Bronwyn and Keith
    Originally Posted by John Durham View Post

    Assumptive appt setting close.


    Great Bob I am going to check out your site and make some recomendations for you... this is your office number right?


    Okay great, and whats a good time to reach you on it tomorrow?

    What have you done here? You got Bob to admit that this is his office number he's gonna be in the office tomorrow at 3:00

    Tell you what Bob, you are still on third street right?


    Great.


    Im actually gonna be out that way tomorrow around 3 I could easily just stop by while Im out and talk to you for a few minutes about this, and show you what we're looking at , whats a good time for you between 3 and 4?

    Can Bob lie to you now and tell you he's not gonna be in the office at 3?

    Maybe he says he's busy, what do you do? Do you ask him if it would be okay to stop by on tuesday instead? No. You dont give him a chance to say yes or no... instead you offer options that he can choose from, and instead of yes or no, he picks an option.

    Well Im actually going to be out there on thursday too... I have a 1 oclock and a 3 oclock open...Which one of those would be best for you Bob?

    Assume the appointment. Ask closed ended questions. Basic to some, but new to others.... remember in your appointment setting to always assume the appointment, and ask closed ended questions. Not "can I come by"? but rather "I have a one oclock and a two oclock open, which would be best for you?

    Havent contributed in a week or so with a thread... so hopefully this small nugget will help someone in their appointment setting this week!
    {{ DiscussionBoard.errors[2938494].message }}
  • Profile picture of the author mitchelbear
    In phone appointment setting it is always important that you should only call those who have a recognized need and ability to pay for your product. Appointment Setting is not just used in a Call Center environment.
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    • Profile picture of the author David Miller
      Originally Posted by mitchelbear View Post

      In phone appointment setting it is always important that you should only call those who have a recognized need and ability to pay for your product. Appointment Setting is not just used in a Call Center environment.

      WHAT?

      Is there a list of prospects that have a "recognized need and ability to pay" for a product? That would be a really valuable list for anyone to have....without such a list, all you can do is call and qualify before you close for the appointment.

      Surely there must be a better way to increase your post count.
      Signature
      The big lesson in life, baby, is never be scared of anyone or anything.
      -- FRANK SINATRA, quoted in The Way You Wear Your Hat
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