The Instant Recap Technique Revisited

Yesterday Wendy Weiss told us how to use the "Instant Recap/Guilt Technique" to follow up with a client. The "Instant Recap" brings your prospect back to your last conversation and the "Guilt Technique" explains why you are calling. You can also use this technique when following up with a prospect who was originally contacted by someone else. Weiss suggests you use this technique as follows:

Instant Recap
"Hello (prospect's name goes here.) This is (your name) from (your company.) You spoke with my colleague, (colleague's name goes here) on (date goes here) and discussed (fill in whatever was discussed.)"

Guilt
"You asked us to call you to discuss (fill in the blank with your next step.)"

Try this out the next time you're taking over someone else's account to start out the conversation. You'll establish a connection and get the sales process going much quicker than if you "just called to follow up."

Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her recently released program, "The Miracle Appointment-Setting Script," and/or her book, "Cold Calling for Women," can be ordered by visiting her website. Contact her at wendy@wendyweiss.com.