Tim was convinced that if only he could somehow get in front of more prospects, he'd do a lot better. But it was always tough to get anyone to agree to an appointment. He started collecting all the excuses.
"Not right now, the budget's been cut."
"Our senior management has just changed."
"The holidays are coming up. Next month."
"We aren't buying now. Later in the year."
"You're the tenth one this week..."
"I'm new in the position."
"I just don't have the time."
"We just bought..."
And Tim's list went on and on. Late one Monday morning, after completing eight cold calls in two hours, Tim decided to try something new. No more getting pushed around. He'd call back the same eight people and try it.
"Hi, this is Tim and if I could have a five-minute appointment, only five minutes, I know you would be interested. "
Amazingly enough, Tim was able to make appointments with three of the eight.
Tim went on the three five-minute appointments, spent the five minutes, and at the conclusion, heard the same excuses with which he had become all too familiar.
Well, he thought to himself after leaving the third appointment, at least I'm getting appointments. The more appointments I get, the sooner I'll sell something.