These examples give you an idea about how to:
Û Establish rapport
Û Build the ego of the recipient of the call
Û Create interest and curiosity
Û Create a bit of a sense of fear of loss because the recipient of the call is
afraid that they might be missing some useful or valuable information
if they do not see you.Often, the prospect's mind is more on the appointment time than on who or
what you represent.
Illustration #2
Caller: I read in the recent trade publication about changes occurring
in your industry.
We have a unique new program or service that was developed for
[_______]. We value your opinion and experience as an industry
leader and we would like your input to the program.
We would like your view on how these new ideas would benefit the
industry that would benefit the most and briefly, review the
approach of our proposal with you.
How about either on Tuesday at 2:00 p.m. or on Wednesday at 3:00
p.m.?For the loss of a possible profitable opportunity, you may offer:
Some valuable piece of information that could be useful in their business
Loss of participation—it can be anything at all. People hate to think that
they may miss something. After you have completed the initial
introduction, stop talking. Your silence demands a response.