Appointment Setting Tip #3: Understand and respond

” I hope you are listening to me “

From the Desk of Joe Prospect

Previously I told you that if you want to get an appointment with me you have to tell me what you are going to do for me without telling me how you are going to do it. And then you tell me you only need 5 minutes of my time for the appointment so I feel the process is going to be relatively painless.

 

What happens after you ask for the appointment?

Well of course I am going to come up with objections.  I wouldn’t be a self-respecting prospect if I didn’t object.
But here’s the thing. I am not very creative or original when it comes to objections. I only have three.  No time, no money and happy with current vendor.

 

Here’s how to respond to my typical objections.

 


No time:

Joe, I understand you are very busy and that is why I am specifically only asking for 5 minutes of your time.

 


No money:

Joe, I understand that you are not in a position right now to purchase anything. I just want to make sure you have the information and I am only asking for 5 minutes.

 


Happy with current vendor:

Joe, I understand completely that you may not wish to switch vendors  at this time.  I just want to make sure you have the information and I am only asking for 5 minutes. I am a pretty simple guy.  You just have to understand me and respond to  overcome my appointment objections.

 

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