Asking for a specific time for an appointment does work.

So you still want to ask, “Are mornings or afternoons better for you?”

fear-quoteA sales professionals in one of our Prospector’s Academies told me this story the other day during a role-play session and I thought it was worth passing on to you.

He told me that he had always been afraid to say no when a target would propose a different time for an appointment than he had originally asked for; even when he had something personal scheduled. He told me that he would say yes to almost anything, even if it were inconvenient—just to get the appointment. He told me that for the first time, he countered with a third time and the prospect said yes. He was ecstatic. “It worked, it worked!” he exclaimed.

If you’ve been following me for long, you know that we teach asking for a specific time for appointments as opposed to providing choices. Sometimes our targets are definitely willing to meet, but can’t do so at the time we asked for. Sales professionals who are not yet confident in their appointment making skills, will many times jump at the first time the target might offer as an alternative, even if it means being totally unproductive that day because of where the target is located. Some even jump at the chance to cancel a scheduled call block. “But boss, it was the only time they could meet!”

Remember, if they are willing to meet, you will easily be able to come up with something that makes sense for the both of you. You are also delivering a subtle message when you signal that you are busy. Don’t come across as desperate—even if you are—find a common ground that makes sense for you, too.

If you’d like more information on the topic of why no team of sales professionals has ever failed to at least double the number of Initial Appointments they were setting after going through one of our programs, give us a call or drop us a line. We love talking appointment making!

Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™.  It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process.  We can be reached at 817 224-9900 or at You can also find answers to many of your challenges in our books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Making and  Volume II: Efficiency, the Science of Appointment Making.

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