Objection: Tell me over the phone
The First Approach method has very simple rules: ask permission and ask for 10 minutes; nothing less and nothing more. If someone asks you to tell them something over the phone reply:
“John, it would not be fair for me to do so, I would ruin my integrity because I specifically asked for only sixty seconds of your time because I know your time is valuable, I don’t want to take up more. That’s why I only want to secure ten minutes of your time in person and you will get all the information you need to make an informed decision. If you decide after ten minutes that you don’t see a fit, I will never bother you again; and it will only cost you a total of eleven minutes. Ten minutes is all I’m asking for. If you are busy this week let’s pencil a time in next week.”
The power of the sixty seconds permission question at the beginning of the conversation is amazing because it gives you so much credibility which you can use to climb over all objections. The reason why that is is because objects are simply trust building mechanisms and if you can proof to be trustworthy every time, you’re in.
Now go and make those phone calls.
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