Power Language for Appointment-Setting
1. Use power language: The solution is rather than, I believe the solution is
2. Never use the word appointment when trying to set one. Instead, use the word meeting. Meeting, sounds more professional and more important. I would like to meet with you
3. Use directed words to reach your prospect. When you ask to speak with your prospect, say,: Jane Jones, please, and not, May I speak with Jane Jones? The first sentence conveys authority; the second asks permission.
4. Use directed words (and open-ended questions) to gather information. Ask, Whom should I speak with? and not, Do you know who I should speak with? The first conveys authority, and whomever you are questioning, if they know, must answer with a name. In the second sentence, the response could simply be yes or no.
5. Whether trying to ascertain a good time to call your prospect back or trying to schedule a meeting, it is a good idea to give alternate choices. Is this afternoon good, or would tomorrow morning be better? It is much easier for your prospect to decide when rather than whether.
6. Im just calling Eliminate the word just from your vocabulary. That little word just is an apology. It says that your call is not important and that what you have to say is not important. Simply tell your prospects and customers why you are calling. That is enough.
7. we will hopefully achieve Hopefully? No one pays you to hopefully do something. They pay you to do actually do it! Tell your prospects or customers what they will achieve or should expect to achieve.
8. Be clear and to the point. You are telling your story to a stranger who has never heard it.
2005 Wendy Weiss
Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author, and sales coach. Her recently released program, \"Cold Calling College\", and/or her book, \"Cold Calling for Women\", can be ordered by visiting http://www.wendyweiss.com Contact her at wendy@wendyweiss.com. Get Wendys free e-zine at http://www.wendyweiss.com
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