How to set an appointment?
After you have sort
and qualify your prospect , the next thing to do is establish a rapport.
Find a way to know
what are the things you have in common
with your prospect by asking questions
like : what province he came from, what school he graduated, what is his
birthday, what course he took up in college,
is he a family man or single, or
something about his work, common
problems in work.
Don’t stay too long
in that part. Then proceed in setting your appointment with him.
One of the best effective to get a commitment is by offering
your prospects choices, rather than asking them when they will be available. (It may contradict with your schedule)
U: Are you free on a
weekday or a weekend?
P: Weekend.
U: Friday or Saturday?
P: Saturday
U: Morning or Afternoon?
P: Afternoon.
U: 2:00 pm or 4:00 pm
P: 4:00 pm
U: By the way, Is it ok to call you again a hour before the
scheduled date to remind you of our appointment?
P: Okay.
Additional tips:
Don’t use jargons wherein the prospects don’t understand
like upline, downline, OPP and others.
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