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Once you have solidified a relationship, found out what is important and enticed the client with what you offer, ask for the commitment. This is done with a closed-ended question to close the sale such as, “I have this time and that time on so and so day which appointment works for you?” Too many times call handlers follow most of the steps above, but once it comes time to do the most crucial part of their call and set the appointment, they don’t take the initiative to actually ask for the commitment.
Answering the client’s questions is important, but they are not enough if that appointment isn’t gained at the end. And if you’ve built a relationship with the caller, made them feel important and also flexed your knowledge of what makes your company so great for them, why wouldn’t they want to set the appointment?! Let’s TAG TEAM this deal!
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