#19 - Biggest Mistakes Salespeople Make on the Phone "Do You Think"

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What is preventing your prospects or customers from meeting with you? Are you creating enough value that they are compelled to give you some of their valuable time? It's important when asking for an appointment to stay away from statements like, "Do you think it would be a benefit to sit down...?" With a statement like that, you are telling the prospect what they should think. As Dustin Hoffman said in the movie Hook, "Bad form." Another reason why I wouldn't ask a question like this when asking for an appointment is because it's closed. It's too easy for the prospect or customer to say no. I am not against asking closed questions if I am looking to confirm information or I am looking for a yes or no response.

Rather than, "Do you think", why not ask the person what they think. Your thoughts?

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