This concept of Bridge Questions is what differentiates us from any other appointment setting process. Specifically, it accomplishes two objectives:

1. It Bridges us back into control of the conversation after the suspect asks us a question;

2. It provides us the ability to Bridge from the suspect’s Conditioned Knee Jerk Response into a short conversation providing us a platform to expand on our value proposition and qualify a bit before we ask for the appointment again. It will also reduce no shows and cancellations.

Rules for Bridge questions – each question should:

1. It should get us an answer to help qualify the suspect and get them into a short conversation to build value for the meeting

2. It must call for a relatively short answer

3. We must be able to predict and control the answer with, “…that’s exactly why we need to get together. How is Tuesday at 2:00?”

4. Generally use How, What or Why questions