sales success

Make the appointment about meeting YOU and nothing about WHAT YOU DO. Why? Because it’s very hard to reject someone personally, like refusing to shake someone’s outstretched hand.

When you drift away from calling only to set up a meeting—and talk about your services, products, background, or anything other then setting the appointment—they can reject all those things, thereby rejecting the meeting with you. You’re giving them an easy out without being aware of it.

Turn it into a personal rejection, like refusing to shake your hand.

3 Key Components of your script:

3 attempts
“Executive” tone at all times (strong, confident, positive)
after objections 1 and 2, use “The Future” language

“The Future” Language

“…because sometime in the future you may need my services”

1St Attempt Language

“I’d like to meet you, shake your hand, and tell you what I do, it’ll take about 10 minutes”

“I’d like to say hello, shake your hand, tell you the type of work I do. It’ll take about 10 minutes.”

2nd Attempt Language

Acknowledge their objection

“I’d like to meet you anyhow, BECAUSE SOMETIME IN THE FUTURE YOU MAY NEED MY SERVICES”

3rd Attempt Language

Acknowledge their objection again

“You can meet me, see how I operate… “

“When we meet I can tell you my approach to _____…”

“I’d like to meet you and tell you the type of work that I do…”

…Then

so if there’s an opportunity in the future, you’ll think of me

…Then

“YOU WOULDN’T OBJECT TO 10 MINUTES, WOULD YOU?”

This last statement makes it personal, and that’s good. It is super hard to reject you so directly.

Good luck and enjoy your full calendar!

Book Nikki to speak, or coach – nikki@goal-tender.com

You communicate from a position of WEAKNESS if your primary goal (and worry) is to be liked after your meeting.

Your body language, tone, words, and facial expression will all telegraph that you are not confident in the outcome. You will not come off as self-assured and in control because you are focusing too much on becoming or staying friends. The other party will pick up on these subtle (and some not so subtle) messages and most likely take advantage of them, which will result in you not getting what you want out of the meeting.

However, when you walk into a meeting and communicate in a positive, purposeful, and solution-oriented manner, you communicate from a position of POWER. That’s what helps you be more likeable.

During your meeting, be sure to open up your body position, strengthen your tone, make good eye contact, and cull your words down to the pertinent facts. The other party will take notice and respond accordingly, and your chances of having a successful outcome will be higher.

ARE YOU CONFUSING BEING LIKEABLE WITH BEING LIKED?

Building rapport, or maximizing your likeability, is a valuable part of any business agenda. Making friends is not. That can come later, after your goal for the meeting is met.

Contact Nikki or book her to speak at nikki@goal-tender.com

Category: sales success

Get The Appointment By Making Rejection Personal – Here’s Your Script

Being LIKED vs Being LIKEABLE