When attempting to set an appointment with a new prospect, here’s an excellent phrase to employ at the beginning of the invite:
“…you ‘may or may not’ be interested.”
Why is this so effective? Because, said with confidence and emotional posture, you have just positioned yourself to your prospect as being both honest and non-pressure (both of which, of course, are true).
After all, a salesperson can’t get much more honest than to tell their prospect that they have something that ‘may not’ be of interest. And, with that statement, the prospect can’t possibly feel any pressure. This is an example of the “out” or “backdoor” we’ve discussed from time to time. Remember, the bigger the backdoor you give someone the option to take, the less they feel the need to take it.
Bonus: Since you’ve established your honesty so solidly, anything you say during the actual presentation has a much greater chance of being taken seriously and believed. Serious credibility.
Remember, “all things being equal, people will do business with, and refer business to, those people they know, like and trust.”
The “may or may not” phrase communicates that trustworthiness (worthy of trust).
Have you found there to be certain phrases that elicit similar trust?