What does the movie Ground Hog Day and appointment setting have in common?

There are two rules our targets play by when they answer the phone. Ignore them at your peril. 

Remember the movie, Ground Hog Day? Bill Murray kept experiencing the same day, over and over again, until he finally addressed what was causing it.

So, what does that have to do with appointment setting? It’s this. We seem to hear the same thing when we ask for appointments, over and over again. Yet, many of us are not yet prepared to handle those responses. I have an old saying, “Shame on us if we’ve heard the same response more than three times and we haven’t taken the time to prepare how we’re going to handle it.” It becomes our own personal Ground Hog Day. Continue reading “What does the movie Ground Hog Day and appointment setting have in common?”

Why classic objection handling techniques don’t work when setting appointments.

The two rules our targets play by when we make appointment setting calls and why we ignore them at our peril.

 

D'ohWhen you are making appointment setting calls, are you trying to respond to your target’s initial objection for the meeting with logic?

Most likely, you are responding to the initial ‘no’ you hear when trying to set an appointment the same way we were all taught to to do it: with the logic of your value proposition and through proven objection handling techniques we use once the target has engaged in a buying cycle with us. Unfortunately, if you are, you’re also fighting an uphill battle.  Here’s why: Continue reading “Why classic objection handling techniques don’t work when setting appointments.”