8d ago in General discussion
My homework assignment on "the lockdown"
Earlier today I had my training call with Prince. We each drilled twice. One of his comments was that we were supposed to alter the script for appointment setting. So my second time through I just winged it to be about appointment setting instead of closing (Prince knows this already). He asked me to rewatch the lockdown in appointment setting. Sure enough, I had completely forgotten some very important points. Here's what I learned:
- Find out how likely the person will show up (0-10)
- Ask either why it isn't a 10 or what would make it a 10.
- Follow up with ok, why do you believe you should show up for the call. Keep asking what else until they've convinced themselves they really do need to make the call.
- Give them a sense of scarcity - I ask about this as if you do not make the call it is not likely you'll have the opportunity again, and you have said it is important to you for X, Y, and Z reasons.
- Be redundant, and finish with asking if there is any reason why you wouldn't make the call.
This allows your lead to convince themselves of the importance of showing up by reinforcing why it is important to THEM, using their own words. Plus every time they repeat that they are coming, they are increasing their own commitment to come.
Now, I do have a legitimate memory issue, so I do forget stuff. That's why I'm doing my homework immediately this time, so I can't forget it. And yes, Prince, by having to type this out it improves my chance of remembering next time :) Thank you
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My homework assignment on "the lockdown"
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