There are only four categories of ‘Conditioned Responses’ we’ll hear on an appointment making call and typically we’ll hear one more than all the others combined – if we are delivering the same message on each call. If we wing it, the responses we get will differ each time making it more difficult on us to get the appointment because we’re having to ‘Wing’ the Counter as well.

The participants who go through our workshops consistently tell us that they hear one type of what we call a Conditioned Response, more than any other. Our job is to figure out which it is and prepare and practice our Counter to that response. More than likely it will fall into the Pareto Rule (80 / 20 Rule).

Other than asking a direct question, our targets will only respond in the following manners:

1. Don’t need one (Not Interested)

2. Have one (Happy Now)

3. Send me something

4. Can’t talk right now

If we consistently deliver the same message in each call, those responses will fall into a very predictable pattern, simplifying our task of Countering. So start tracking the responses you’re getting and come up with a solid Counter to it and your ratio of conversations to appointments will go up!