Help the customer more easily understand why it is you are calling, thus giving them the courtesy of qualifying you, by releasing information in a way that helps them put together the pieces of why you’re calling. If you don’t they’ll just hang up on you and you won’t get the chance to get your foot in the door (literally and figuratively.) When you do this well, the customer will stay on the phone to hear you out.
The following is a good example of yes sets used naturally and in a way that opens a doorway that a prospect will quietly appreciate and reward you for.
Me: Hello, John, my name is Jade Handy and I’m with XYZ company.
John: Yes
Me: I stopped in yesterday and talked with your waitress about your XYZ-type services.
John: OK
Me: I understand you used to be a customer of XYZ company.
John: Yes
Me: I’d like to stop in next week to talk about our new rates.
John: New rates?
Me: Yes, our rates…
Door open. Get it? He went on to tell me that he wasn’t necessarily 100% satisfied last time around, HOWEVER he still is interested in meeting with me! That’s the power of opening the door naturally utilizing “yes sets.” The customer would never have invited me in had I entered with, “I’m with XYZ company, you used to do business with us and I’d like to come in and talk to you about doing business with you again, OK?”
Often times sales can increase dramatically just by getting out of your own way and letting the sale happen naturally. The prospect will be more comfortable and open, and you’ll feel better about yourself. Now, back in the field you animal, you.
