I wish the literature told the whole story. You’ll be able to evaluate our [your product/service] a lot faster by meeting with me. It will take just fifteen minutes for you to judge whether our [your product/service] will be profitable for your firm. Shall we schedule that meeting on [day] or would [another day] be more convenient?
The “Interested or Not Interested” Script
Say authoritatively:
Whenever someone asks me to send literature or send an e-mail instead of making an appointment, I find that one of two things occur. Either the person is very interested in what I have to share and wants to know as much about it as possible, or the person is not at all interested and is asking me to send literature or an e-mail as an easy way to let me know that.
Just so I don’t waste any of your time, because I tend to be real persistent, would you mind telling me which of these possibilities applies to you?
If it’s the latter, say:
I’m sure you have a good reason for feeling that this isn’t of interest to you. Would you please share that with me?
The “Fifteen Minutes” Script
Literature frequently raises more questions than it answers. I know your time is valuable. In just fifteen minutes I can demonstrate how our [your product/service] will benefit you.
The calendar shows that [day] at [time] is good for us to get together, or is [another day] at [time] better?
The “Unfair to Both” Script
Become the diplomat.
Doing that would be unfair to us both. The literature may raise key questions that I could easily answer. You’ll have a much clearer picture of the kinds of benefits our [your product/service] delivers if we meet for just fifteen minutes. Which day is more convenient for you—[day] or [another day]?
