Here you will see 3 green-sets of closing statements that are representative of the way your colleagues end cold calls.
You will see my comments after each of the 3 paragraphs ..
"Mr. Prospect, do you have your calendar handy? What day would be good for you, towards the beginning or end of the week?Do mornings or afternoons work better for you?Thanks again for the opportunity to meet with you and for taking the time to discuss how we may be able to .... If anything changes on your side or if you need to reschedule, please take down my phone number and e-mail address. Otherwise, I'll reconfirm this meeting with you on ....I'm looking forward to meeting with you on ... at ... Have a great day!""Can I set up some time with you next week to learn about ....?"
- Too many words
- Too solicitous. I understand the desire is to server the prospect however, it comes off as weak, lacking confidence, and as though the caller is nowhere near equal in stature to the prospect
- In dog-terms, the Top Dog looks at this caller as though he/she is a yippy little poodle ... rather than as another Top Dog
"Can I set up some time with you next week to learn about
- This line is good in that it is brief, however ...
- The moment you ask permission you identify yourself as being a person of lower stature.
- Better to use words that show you are directing the call rather than bending over backwards to please, such as, "Which works best for you this month or next, OK Tuesday the 12th or Tuesday the 19th?"
"How does this Friday at 1:10 pm or next Monday at 10:40 am sound? Which would you prefer?"
- You are getting warmer with this line
- Again, avoid asking permission and using passive statements such as "how does this sound?". You are a Top Dog calling a Top Dog make statements that direct the call and the prospect with respond accordingly.
- For example "I'm open Friday at 1:10 and Monday at 10:40 which works best for you?"
Tighten up your closing lines; use a few words that direct the call and position you as one Top Dog calling upon another.
One cautionary note: when you are ready to meet with Top Dog decision-makers do not be tempted to underestimate the power of these simple yet powerful adjustments to language. They speak volumes to high-level decision-makers.
Your thoughts?
Leslie Buterin (like butterin' bread)
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You will see my comments after each of the 3 paragraphs ..
"Mr. Prospect, do you have your calendar handy? What day would be good for you, towards the beginning or end of the week?Do mornings or afternoons work better for you?Thanks again for the opportunity to meet with you and for taking the time to discuss how we may be able to .... If anything changes on your side or if you need to reschedule, please take down my phone number and e-mail address. Otherwise, I'll reconfirm this meeting with you on ....I'm looking forward to meeting with you on ... at ... Have a great day!""Can I set up some time with you next week to learn about ....?"
- Too many words
- Too solicitous. I understand the desire is to server the prospect however, it comes off as weak, lacking confidence, and as though the caller is nowhere near equal in stature to the prospect
- In dog-terms, the Top Dog looks at this caller as though he/she is a yippy little poodle ... rather than as another Top Dog
"Can I set up some time with you next week to learn about
- This line is good in that it is brief, however ...
- The moment you ask permission you identify yourself as being a person of lower stature.
- Better to use words that show you are directing the call rather than bending over backwards to please, such as, "Which works best for you this month or next, OK Tuesday the 12th or Tuesday the 19th?"
"How does this Friday at 1:10 pm or next Monday at 10:40 am sound? Which would you prefer?"
- You are getting warmer with this line
- Again, avoid asking permission and using passive statements such as "how does this sound?". You are a Top Dog calling a Top Dog make statements that direct the call and the prospect with respond accordingly.
- For example "I'm open Friday at 1:10 and Monday at 10:40 which works best for you?"
Tighten up your closing lines; use a few words that direct the call and position you as one Top Dog calling upon another.
One cautionary note: when you are ready to meet with Top Dog decision-makers do not be tempted to underestimate the power of these simple yet powerful adjustments to language. They speak volumes to high-level decision-makers.
Your thoughts?
Leslie Buterin (like butterin' bread)
-
Link to original post
