Tag: calendar

Asking for a specific time for an appointment does work.

So you still want to ask, “Are mornings or afternoons better for you?”

fear-quoteA sales professionals in one of our Prospector’s Academies told me this story the other day during a role-play session and I thought it was worth passing on to you.

He told me that he had always been afraid to say no when a target would propose a different time for an appointment than he had originally asked for; even when he had something personal scheduled. He told me that he would say yes to almost anything, even if it were inconvenient—just to get the appointment. He told me that for the first time, he countered with a third time and the prospect said yes. He was ecstatic. “It worked, it worked!” he exclaimed.

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Just say no!

It’s okay to say no to a time that won’t work for you!

Nope neon imageWe teach to ask for a specific time and date for the appointment you want. Unfortunately, our targets also live by a calendar and sometimes our specific request can’t be met, so they propose something different. When that happens, why do some of us sales professionals seem so reluctant to say no to that request when the target’s suggestion is inconvenient to us?

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Three reasons to ask for a specific day and time on an appointment making call.

Do want more or less stress in your life? How about more sales and commissions?

choice-multipleIf you’re like me, you were taught to ask questions like, “Are mornings or afternoons better for you?” when asking for an appointment. I say ask for a specific day and time. Why? Well, I’m glad you asked! Here are three very good reasons:

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Plan your calendar before making the first appointment making call of the day.

Before we begin calling, we should have already mapped out the times on our calendar we’ll be asking for appointments.

Time fliesRemember, when calling for appointments, we recommend asking for specific dates and times. We’ll cover the reasons for that in another blog. For now, let’s talk about the concept of knowing when we want the appointment, as that will become an issue whether you ask for a specific date and time up front or not.

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