Comments on: Point – Counterpoint: “Do You Have a Quick Sec?” http://www.thecrapreport.com/point-%e2%80%93-counterpoint-%e2%80%9cdo-you-have-a-quick-sec%e2%80%9d-392 Creating Results Around Prospecting Thu, 08 Jul 2010 02:16:09 -0600 http://wordpress.org/?v=2.8.4 hourly 1 By: agsnell http://www.thecrapreport.com/point-%e2%80%93-counterpoint-%e2%80%9cdo-you-have-a-quick-sec%e2%80%9d-392/comment-page-1#comment-244 agsnell Fri, 27 Nov 2009 22:17:23 +0000 http://www.thecrapreport.com/?p=392#comment-244 Thanks Steve! You bring up a great point in terms of using a little bit of psychology with our prospects. You're right about prospects evoking the, "It depends, what's this about?" I've had my fair share of prospects tell me that. Good mouse analogy, too. Appreciate the comments! Thanks Steve! You bring up a great point in terms of using a little bit of psychology with our prospects. You’re right about prospects evoking the, “It depends, what’s this about?” I’ve had my fair share of prospects tell me that. Good mouse analogy, too. Appreciate the comments!

]]> By: Steve Richard http://www.thecrapreport.com/point-%e2%80%93-counterpoint-%e2%80%9cdo-you-have-a-quick-sec%e2%80%9d-392/comment-page-1#comment-243 Steve Richard Fri, 27 Nov 2009 21:03:22 +0000 http://www.thecrapreport.com/?p=392#comment-243 A great post and never ending debate Chris! In practice how you ask if the prospect has time to talk makes all the difference. For example, "Did I catch you at a bad time?" does not work but, "Did I catch you at a bad time or do you have a quick minute?" actually works very well. I always lead with, "Do you have a quick sec?" Frequently this will evoke, "It depends, what's this about?" I counter, "It will take me two mitues to explain. It sounds like you are slammed." And the prospect will interject, "No, go ahead Steve, what's up?" This backpeddaling technique works like a tango - you go backwards and they move toward you. Another analogy I love is that to baiting a mouse out of a hole. You want to put little pieces of cheese down as you slide back. The mouse curiously pops out and there you go. A great post and never ending debate Chris! In practice how you ask if the prospect has time to talk makes all the difference. For example, “Did I catch you at a bad time?” does not work but, “Did I catch you at a bad time or do you have a quick minute?” actually works very well.

I always lead with, “Do you have a quick sec?” Frequently this will evoke, “It depends, what’s this about?” I counter, “It will take me two mitues to explain. It sounds like you are slammed.” And the prospect will interject, “No, go ahead Steve, what’s up?” This backpeddaling technique works like a tango – you go backwards and they move toward you. Another analogy I love is that to baiting a mouse out of a hole. You want to put little pieces of cheese down as you slide back. The mouse curiously pops out and there you go.

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