We’ve all been there: you do an amazing demo or pitch call and…they don’t show up!

Or you have an awesome demo call and what you think is cool and you set up a call back and… they don’t show up!

“What happen?” you believe “Why didn’t I see it coming?”

Wouldn’t it be great if you had a surefire way to predict who is more likely to keep your appointments and who isn’t? There are!

I have been using a technique for years and teaching it to my clients, and I would like to share it with you now. By using this technique, you will be able to immediately tell who is more cooperative, who is committed, and who is willing to go out of their way (a little bit) to meet you halfway and set up a date that really interests them. in attendance.

The technique is that as you set up the next call with your prospect, you instruct them to open their calendar and find a time that works for both of you.

Now this may sound like a subtle distinction, and it is, but it makes a world of difference.

The way most sales reps now schedule appointments is simply to ask when a day and time might be good for a prospect. If they feel like it, they do the alternate closing: “Would it work on Wednesday at 3 pm or is Thursday at 9 am better?”

That’s an old school technique taught to help keep control of the sales process, but it’s pretty worn out these days.

A better way is to test engagement by seeing how cooperative a prospect is. And you do this by seeing if they’re willing to open up their calendar, look at their openings, and actually put you on it.

If they’re willing to do that, I’ve found they’re 70% more likely to show up for the appointment, or more likely to let you know if they need to reschedule.

And the reverse is also true: If someone isn’t willing to open up their calendar, then that’s a red flag warning of a prospect’s inherent uncooperativeness (and unreliability).

Here is the script how to do it right. As you program the callback, simply say:

“Okay, let’s schedule our next call on the calendar at a time that works best for both of us. I have my calendar open here, can you go ahead and open yours?”

And then wait for them to do so.

Once they have done that, go ahead and agree on a day and time and simply say:

“I went ahead and put you on my calendar for Tuesday at 10:30am EDT. Do you have me on yours too?”

It’s that easy. That extra step of confirmation makes all the difference in whether or not a lead shows up.

As always, don’t take my word for it, try it yourself. But if you want to reduce the amount of ghosting you get, trust me, start using it today!