6 Tips To Schedule More Appointments On The Phone | #TomFerryShow Episode 74

Tweet it Out: Thanks @TomFerry! These 3 questions have made it SO MUCH EASIER to set appointments! #TomFerryShow

Welcome to Part Two of my series to how to be more effective on the phones!

It is my goal to give you everything you need so that you can be a lean, mean appointment setting machine!

Ultimately, you want your customers to feel good when you are on the phone with them.

These tips and strategies will help you make that happen!

6 Communications Tips

1. Know your customers pain and know their problems.

Examples: market conditions, past purchasing experiences

2. Know your dialogues.

If you want to be good on the phones you have to practice!

When you know what to say and how to say it, you can be more in tune to your customers’ needs.

Check out one of the Sales Edge events for a 3-day boot camp that will give you an unstoppable lead conversion script and bulletproof listing presentation.

3. Get to the point!

Example “I’m calling today to schedule an appointment…

Give two options for setting a time.

4. Stand up when you are making calls!

Your body controls your tonality and your emotional state.

5. On the phone = 20% effective sensory communication

Remember that when you talk you are only engaging in one sense out of five.  

Speaking clearly is important.

6. Get the fear out of the way with these 3 questions:

What’s the worst case scenario?

What’s the most likely scenario?

What’s the best case scenario?

In addition to getting better on the phones, you also have to make sure you have the best environment possible for making calls.

Create the Ultimate Appointment Setting Environment

1. Appointment Tracker – Visual

Make it visual; think big calendar.

2.  Appointment Setting Shrine

Use a foam presentation board.

Put pictures of your family, how much money you want to make, and even a mirror.

3. Eliminate All Distractions

Things like the voicemail light, messy desk, or having the Internet open in front of you can be distracting.

4. Stand Up Vs. Sit

You sound more confident on the phone when you are standing up versus sitting down.

5. Music

I like Depeche Mode, but find something that works best for you.

6. Plant

Having a plant in your office can help improve your mood.

7. Get a good headset!

I use a wireless Plantronics headset.

When you put together all these steps you can’t help but get better on the phones!

Remember, that by removing the client’s fear it is easier for them to take action and for you to set appointments.

If you missed it, be sure to go back and watch Part One of this series.  

Next Steps

1. Watch Part One of this series if you haven’t already.

2. Get your environment set for making calls.

3. Practice the communication tips above.

4. Set those appointments!

Are you ready to take your appointment setting to the next level? 

Learn how coaching can help.

Remember, your strategy matters, and your ability to control your environment absolutely rules!







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