ACKNOWLEDGE & ASK

Imagine this scenario, someone throws a ball at you and you throw your hands up to block the hit to your face, close your eyes shut and turn your head.

Now imagine the same scenario of someone throwing a ball, except this time you throw your hands up to catch the ball, keeping your eyes open and focused.

Which one was reacting, and which one was responding?

If you answered the scenario of throwing your hands up to catch the ball, you’re right.

Early interruptions are when a customer interrupts you throughout your script (presentation) at any point before you ask to submit their application to the client. For candidates, this would be at any point before you present them with our pricing for services.

To deflect an Early Interruption, you must acknowledge the interruption then ask a question or make a statement to move on with your script.

1. ACKNOWLEDGE the guest’s concern with empathy. Gently reassure the guest that you can come back to that after you have told them about the offer.
2. ASK a question or make a statement to continue with your presentation (script). *Note: Statements are more effective for discouraging guest questions and allowing you to return to the presentation.

The objective is to get into your script. For example, if you called a prospect because their company has a job posting position and they indicated that they have “No Time” to take your call, you could respond with:

• Acknowledge: That’s exactly why I’m calling. I was calling to schedule time for us to talk about your hiring process.
• Ask: What time are you available later this afternoon or tomorrow?

1. Acknowledge: That’s exactly why I’m calling. I was calling to schedule time for us to talk about your hiring process.
2. Ask: What time are you available later this afternoon or tomorrow?