Let’s say you call on Mr. Williams and he says to you, “I’m too busy. I can’t talk right now.” Suppose also that you respond to him by asking, “Well, then what’s a better time to call you back?”
In this case, what if he says to call him back at 1 pm? Do you really think he’ll be waiting until 1 pm for you to contact him again?
Probably not. Instead, specifying 1 pm was simply his way of getting rid of you.
So, if a prospect says, “I’m too busy,” how do you deal with this? Well, rather than asking for a better time to call him back, here’s how you can respond:
“Mr. Williams, the only reason I’m calling is to set up an appointment. How’s next Wednesday at 10 am?”
After all, Mr. Williams has said that he doesn’t want to have a conversation right now. So, with this response, you’re acknowledging that you don’t want to have a conversation right now, either.
You simply want to get the appointment, so that you can have a conversation at a later time that’s convenient for the prospect.
