IS20G11 - The Reverse Appointment - Jonathan Dawson
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When asked, “What’s the goal of a great phone call or a strong elead handling process?”, most would agree that the goal is to SET AN APPOINTMENT… And many of you would recognize that there is an even greater goal we could strive for, and that is to set an appointment THAT SHOWS… There is, however, a goal that goes even beyond setting appointments that show and that is the goal of what I call the “Reverse Appointment”. The reverse appointment is the highest quality of appointments. It is the most kept, and most punctual too. The Reverse Appointment is the appointment set by the customer! You see the ultimate goal of a great call or elead handling process is not just to agree on a time, place and product for them to see, but it is to cause them to WANT to come meet you. In my session I will share the science and psychology of a Reverse Appointment. You’ll learn the 4 psychological principles are that cause a potential client to set an appointment with you! Key Takeaways: -Incorporate 5 simple steps into every lead response to gain immediate momentum -Discover these 4 psychological principles (you are probably only using 1 or 2) to create urgency & desire for your appointments -3 RULES to go from leaving impressions to making an IMPACT and generating a faster response
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IS20G11 - The Reverse Appointment - Jonathan Dawson
- 1. Title Sponsor The Reverse Appointment JONATHAN W. DAWSON President Sellchology jon@sellchology.com
- 4. What is the end in mind?
- 5. What is the psychology of an appointment?
- 6. What is the reverse appointment?
- 8. What causes a reverse appointment… 5 step email response 4 principles of urgency 3 rules for follow up 2 options we all have 1 mission I’m on
- 9. What causes a reverse appointment… 5 step email response 4 principles of urgency 3 rules for follow up 2 options we all have 1 mission I’m on
- 10. What causes a reverse appointment… 5 step email response: 1. Pattern recognition 2. Pattern interruption 3. Proactivity 4. Permission 5. Possibilities
- 11. What causes a reverse appointment… 5 step email response: 1. Pattern recognition 2. Pattern interruption 3. Proactivity 4. Permission 5. Possibilities
- 12. What causes a reverse appointment… 5 step email response: 1. Pattern recognition Lead source / type Contact info / email type Social search / Google Temperament / openness
- 13. What causes a reverse appointment… 5 step email response: 1. Pattern recognition 2. Pattern interruption 3. Proactivity 4. Permission 5. Possibilities
- 14. What causes a reverse appointment… 5 step email response: 2. Pattern interruption Source-based hooks Email-based hooks Customized hooks Personalized hooks
- 15. What causes a reverse appointment… 5 step email response: 1. Pattern recognition 2. Pattern interruption 3. Proactivity 4. Permission 5. Possibilities
- 16. What causes a reverse appointment… 5 step email response: 3. Proactivity Anticipate their fears Anticipate their goals Anticipate their hopes Anticipate their objections
- 17. What causes a reverse appointment… 5 step email response: 1. Pattern recognition 2. Pattern interruption 3. Proactivity 4. Permission 5. Possibilities
- 18. What causes a reverse appointment… 5 step email response: 4. Permission To help with pricing To help with options To help with information To help with the process
- 19. What causes a reverse appointment… 5 step email response: 1. Pattern recognition 2. Pattern interruption 3. Proactivity 4. Permission 5. Possibilities
- 20. What causes a reverse appointment… 5 step email response: 5. Possibilities Offer alternative vehicles Offer alternative financing Offer alternative process Offer alternative info
- 21. An example of the 5 step email process…
- 22. Step 2) Pattern Interruption
- 26. The response… a reverse appointment!
- 28. What causes a reverse appointment… 5 step email response 4 principles of urgency 3 rules for follow up 2 options we all have 1 mission I’m on
- 29. What causes a reverse appointment… 4 principles of urgency: 1. Hope for Gain 2. Fear of Loss 3. Obligation & Reciprocity 4. Liking / Familiarity
- 30. What causes a reverse appointment… 4 principles of urgency: 1. Hope for Gain 2. Fear of Loss 3. Obligation & Reciprocity 4. Liking / Familiarity
- 31. What causes a reverse appointment… 4 principles of urgency: 1. Hope for Gain How my vehicle improves How my payment improves How my credit improves How my situation improves
- 32. What causes a reverse appointment… 4 principles of urgency: 1. Hope for Gain 2. Fear of Loss 3. Obligation & Reciprocity 4. Liking / Familiarity
- 33. What causes a reverse appointment… 4 principles of urgency: 2. Fear of Loss How they may lose money How they may lose time How they may lose the car How they lose their minds
- 34. What causes a reverse appointment… 4 principles of urgency: 1. Hope for Gain 2. Fear of Loss 3. Obligation & Reciprocity 4. Liking / Familiarity
- 35. What causes a reverse appointment… 4 principles of urgency: 3. Obligation & Reciprocity What you can do for them What you do that’s unique What you’ll do right now Why you’ll do it for them
- 36. What causes a reverse appointment… 4 principles of urgency: 1. Hope for Gain 2. Fear of Loss 3. Obligation & Reciprocity 4. Liking / Familiarity
- 37. What causes a reverse appointment… 4 principles of urgency: 4. Liking / Familiarity What you like about them How you are similar to them What they will like about us Who they remind you of
- 38. What causes a reverse appointment… 5 step email response 4 principles of urgency 3 rules for follow up 2 options we all have 1 mission I’m on
- 39. What causes a reverse appointment… 3 rules for follow up: 1. Use pattern interruption 2. Use the 4 principles 3. Use professional persistence
- 40. What causes a reverse appointment… 3 rules for follow up: 1. Use pattern interruption 2. Use the 4 principles 3. Use professional persistence
- 41. What causes a reverse appointment… 3 rules for follow up: 1. Use pattern interruption Alternate openers Alternate voices Alternate mediums Alternate methods
- 42. What causes a reverse appointment… 3 rules for follow up: 1. Use pattern interruption 2. Use the 4 principles 3. Use professional persistence
- 43. What causes a reverse appointment… 3 rules for follow up: 2. Use the 4 principles Use Hope for Gain Use Fear of Loss Use Reciprocity Use Liking / Familiarity
- 44. What causes a reverse appointment… 3 rules for follow up: 1. Use pattern interruption 2. Use the 4 principles 3. Use professional persistence
- 45. What causes a reverse appointment… 3 rules for follow up: 3. Use professional persistence Use “permission not to call” Use “commitment to you” Use “you’re on my hot list” Use “I haven’t forgotten”
- 46. What causes a reverse appointment… 5 step email response 4 principles of urgency 3 rules for follow up 2 options we all have 1 mission I’m on
- 47. What causes a reverse appointment… 2 options we all have: 1. To make it about us 2. To make it about them
- 48. What causes a reverse appointment… 2 options we all have: 1. To make it about us 2. To make it about them
- 49. What causes a reverse appointment… 2 options we all have: 1. To make it about us Focus on “your process” Focus on “your profit” Focus on “your time” Focus on “your effort”
- 50. What causes a reverse appointment… 2 options we all have: 1. To make it about us 2. To make it about them
- 51. What causes a reverse appointment… 2 options we all have: 2. To make it about them Focus on the person Focus on their problem Focus on their time Focus on their experience
- 52. What causes a reverse appointment… 5 step email response 4 principles of urgency 3 rules for follow up 2 options we all have 1 mission I’m on
- 53. What causes a reverse appointment… 1 mission I’m on: I’m on a mission to save the world, one salesperson at a time by helping them out-experience their competition and create raving fan advocates!
- 54. Questions?
- 55. ENJOY THIS SESSION? Post about it on social media using the hashtag #IS20G! Share some love for your favorite speakers! Title Sponsor Contact Info: JONATHAN W. DAWSON President I Sellcology.com (866) 769-8083 jon@sellchology.com