3 Way Calls

Here's what I said on the Introduce page...

Cardinal Rules in Setting up a Three Way Call

• When you briefly introduce the prospect and sponsor to each other, briefly bolster the sponsor so the prospect feels this will be a conversation with someone "in the know".
• Once you introduce, don't try to interject or lead the discussion topics. Quietly take notes when you want to make sure topics get covered. Here's why:
  • The prospect knows what they want to ask... Let that lead the conversation.
  • For any major points, the sponsor has a cadence and sequence he wants to take... Don't interrupt it! Then at the end, you'll have the opportunity to interject when the sponsor asks "Jim, do you know anything else we need to cover?"

Expanding a little... (sorry for repeats, I'll consolidate later)...

I will gladly talk with your clients, but NOT until they have reviewed the material you send them.

That way, they will ask informed questions and we'll get more out of it rather than just an "intro". We want to close the deal, not just introduce the product and then they decide to look at the material.

Also in three way calls, always introduce the players to one another, then hit the "mute" button until we are almost finished.

Take notes on what points you want to make. Check them off as the "expert" is already covering them, and then what's left, you'll have your chance.

Sometimes people setting up a 3 way think they are helping by interjecting, but the "expert" has his own timing and sequence in laying out things, and it breaks up the cadence with an interjection and we might not get to the meat of the coconut when the client says "I've got to run now".

So wait until the "expert" says "Sidney, do we need to cover anything else before we let Snydley go?"

It'll go "mo betta"!