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?
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Bob, sometimes I feel that you are writing directly to me! Thank you again my wise friend!
Joe
Great tip Bob.
I’m going to have my sales team incorporate this energy into their connections with prospects and clients.
Melanie Benson Strick
CEO Success Connections Inc
Great advice, Bob.
Word to the wise, however. Many manipulative sales systems contain similar advice, both for setting appointments and in using a fake, walk-out close.
If you attempt this with no sincerity it will backfire on you big-time, because most prospects are savvy enough to realize you’re not really interested in hearing the “not” side of this possibility.
Be true to the either/or proposition and this is a great way to set the stage for honest appointments, and the great relationships they produce.
Gill
Melanie, thank you – what a great compliment coming from you! 🙂
{Note from Bob: for those of you who are not yet familiar with Melanie Benson Strick, she specializes in helping entrepreneurs build “million-dollar lifestyles” and have a lot more fun at their work while they’re at it. Check out her website at http://www.successconnections.com}. She has some great events coming up you can check out, as well.
Joe, you always have such kind things to say.
{Joe was the features story of a recent post you can read here https://www.burg.com/2009/08/forgive-forget-and-way-to-go-joe/
He and wife Renee are award-winning owners of Eco Scrub. http://www.eco-scrub.com}
Gill, thank you for your admonition. Very true. That’s why I parenthetically said in paragraph three: (both of which, of course, are true). As you teach, using it insincerely will backfire and…let’s face it, is simply wrong to do. 🙂 Thank you as always for highlighting the right way to sell.
{Gill Wagner’s company is – not coincidentally – called, “Honest Selling.” You can find out more about him by visiting http://www.honestselling.com} He’s a great guy with an excellent message.
BOB…
JUST
LOVE it…
“honest and non-pressure”
Your #1 fan (amoung other #1 fans) 🙂
I like the energy and the honesty of such a simple phrase! I’m curious, however: how many prospects would view your phrase as an automatic disqualifier? I see your point in that it takes the pressure off the buyer, but it could also backfire and lose the sale from a point of disqualification. Thoughts?
Bob,
What a great article. I have used this many times and you are so right, it brings down the walls so they listen. Yes, you have to believe it or they will see right through you. All we want is for people to listen with an open mind and open heart. If they do that then it does not matter whether they buy or not, at least you did your part.
My wife and I do all the sales calls together. What we have found is with both of us together, people want to listen because they aren’t used to seeing that in business where husband and wife both work together in that way.
Again, thank you!
Chris & Sandy Benton
Maria…that’s sweet of you. Thank you! 🙂
Hi Lisa. Great question! That doesn’t seem to be an issue. Rather, the “out” or “backdoor” tends to cause a person to be more receptive. There’s really no disqualification involved because they haven’t heard anything about it yet. On the other hand, if I’m misunderstanding your question, please let me know.
Hi Chris, thank you for your kind words, and for sharing your thoughts.
Hi, Bob,
I think you did answer my question, thank you. I was thinking the phrase might disqualify the service/product from being bought because it decreases the urgency factor by making it pitch less pressured. Thanks again!
This is a real keeper. Love. It.
Mary, thank you. Much appreciated!
Bob-
Great point. This should work especially well with prospects that one believes are “pre-qualified”. For those prospects that one might still be a little unsure of as to whether they’re really “pre-qualified” or not, you could also use the phrase…”….you may or may not be the right person to speak with…”. It’s not a magic bullet, but also has some of the same positive attributes for the prospect as you alluded to.
Keep up the good work.
Bill Wiersma
Excellent point, Bill. Yes, the premise of the article is that you knew you were speaking with the actual decision-maker. However, your point it extremely valid. When you don’t know for sure, it’s best to discover now rather than later whether or not they are your actual prospect. 🙂 Thank you!
Bill, as an afterthought, another very tactful way of finding out if they are indeed the decision-maker or if they are not quite that high on the totem pole is to ask, “Who, along with you, is in on the decision-making process?” That way you don’t cause them to lose face by having to “admit” that they really have no authority. That question is a close paraphrase of something I learned from Zig Ziglar many years ago.
Thanks Bob…as always, very helpful.
Bill Wiersma
Thanks Bob, for reminding me that I’ve been using this tactic for several years now. (I think I got it from you… I just can’t remember, its’ been so long.) 🙂
Thank you, Ernest! Great to hear from you!
Just another tip, Bob, for the rest of your readers (you probably already know this), but I use this phrase in my written copy on sales pages, articles, reports, etc. I even use it on selected Facebook posts and it always works.
Brilliant point Bob! That’s right it takes off the pressure, and allowes prospects to be curious. Thank’s!
Lene, thank you. I appreciate your kind feedback!!
Hi Ernest, indeed, this is a phrase that has applications in various contexts. Thank you for sharing with us!
Thank you, Bob. I used that phrase in a job interview one time and actually got hired. I really wasn’t “looking” to get hired when I said, “I may or may not be the right guy for the job, but…”
…the rest is history. Turned out to be a pretty good job for several years before I moved on.
How long have we been “connected,” Bob? Seems like I’ve been on your hip for a long time! 😉
Hi Ernest, that’s a great example in and of itself. When used at the proper time and place, it is truly powerful. Thanks so much again!