Sh*t That Will 🚀 Your Appt's
1) You win when the person RANTS! Reason, Ability, Needs, Timeline, and what has Stopped them so far. 🔍
2) Avoid 'salesy' words like the plague. You're an expert and fiduciary. Sales words undermine the prospect feeling this. Be the physician, not the car salesman. Use casual language like you're talking to a friend, because you are! 🤗
3) Tone can win or lose a deal in the first 5 seconds. Tonality is EVERYTHING in building trust in the first impression. They have no idea who's calling 9/10 times and they're in fight-or-flight. You want to sound like a physician calling to give a quick diagnosis update. The script (especially the first few sentences) is designed to help with that as much as possible.
4) Empathy is everything. Practice active listening. Acknowledge what they're saying and feeling before responding. We're here to listen more than speak. You can begin to help people after they FEEL heard.