The Secretary Sales Close
In this brief sales‑training excerpt, the speaker provides a ready‑made script for appointment setters who encounter prospects asking highly technical or detailed questions about a product or service they are not qualified to answer. The script follows a three‑step approach: (1) acknowledge the prospect’s concern, (2) use a vivid analogy—comparing the setter to a secretary who cannot explain a heart surgeon’s procedure—to clarify the setter’s role as a qualifier rather than an expert, and (3) promise to ask a few more qualifying questions before handing the prospect off to the true specialist. The goal is to maintain credibility, keep the conversation moving toward an appointment, and avoid the setter being put on the spot with technical answers.
