People Tend to Be More Willing to Give You Their Time When You Ask for a Specific Amount of It
I’ll always remember my first phone encounter with Jean LaPointe, who was the manager of organizational development with Chiquita Brands. He called our office to schedule a meeting to discuss developing a training relationship between our firm and his organization. Even though he was the prospect, he made me feel as though I was doing him a favor by asking, “When can you spare 30 minutes from your busy schedule to meet with me?”
What class! And how easy it was for me to say “yes!”
We scheduled the meeting for a mutually convenient date and time. I sent a follow-up letter to Mr. LaPointe with background information about our firm.
Our meeting day arrived. ...
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