Sales trainer Mike Andes shares a technique: tell prospects you're reserving their spot on a filling schedule. The scarcity pressure makes them more likely to commit, even if they need to check with a spouse or shop around. He provides scripts for both live calls and voicemails.
One of the best objection overcomes is to simply tell the customer that you're going to reserve their spot. This is giving them something that they don't want to lose. And especially if you are filling up your schedule on a certain route or just in general, you're starting to book out four, five, six weeks out into the future, it's a really effective tactic. If they say that they're going to talk to their spouse, if they're going to think about it, they'll call you back when they have questions. I'm simply going to say, no worries, Mr. Jones, let's go ahead and save your spot because we are filling up very quickly. And I'll give you a call back tomorrow and we can confirm the appointment, get you on the schedule. And if you have any questions, if you need to talk to your spouse, anything of that nature, if you need time to think about it, you need to get other quotes, great, I'll call you back and we can confirm it then. By this, they are saving their spot, you have given them something, and failure to actually close the deal means that they will lose their spot on the schedule. This is also really effective when it comes to voicemail because when you're calling, if you just say, hey, I'm just checking to see if you have an estimate that's weak. But if you actually say, hey, I'm saving your spot, please give me a call back and so I can change that if that time doesn't work for you.
