Life happens and we have all faced the same dilemma. On rare occasion an emergency will arise and we find a need to request a change of plan. In spite of the fact that it took months to finally arrange an upcoming and exciting prospective appointment, sometimes life throws you a curve ball that requires you to reschedule.
The moment in question may be handled in one of two ways. The way in which it is approached will determine either a poor or excellent outcome.
1. Some individuals become deeply embarrassed and so they communicate poorly. They mumble their words and explanation. This results in the other party not being given the opportunity to fully hear the reasoning behind the request for postponement. And often, the stumbling party may just hang up rather than asking for a new appointment.
2. It is the people who recognize the other party must have once upon a time been caught in a similar situation that will more likely result in a positive outcome. This population will stop to regain composure before making the request. An apology will be made upfront for the need to reschedule followed by a brief chat. The request and conversation will be presented in such a way that no harm is done and agreement is in the air.
Ultimately the deciding factor is a result of your mindset. How will approach the problem? Will you decide it’s of no use to try to reschedule, or will you be creative in how you ask?
The phrase to keep in mind is, “Make it easy for the other person to say, Yes!”
Here are a few tips for presenting your case:
- Apologize for needing to change the meeting time
- Keep the reason why you need to change, SHORT.
- Re-state your desire to meet.
- If using email, offer 3-5 possible dates listed underneath one another for easy reading.
- On the phone, ask the other party to suggest times convenient for them.
- Give sincere thanks for their willingness to arrange a new date.
- Upon meeting, thank the other party once again.
A request such as this is very similar to making a presentation of any kind. Most experts advise to speak in the formulaic method of Problem – Solution – Result. The differences here is the problem needs to be kept very brief and the solution simple.
In the end, should you make a reasonable request to change the date and offer a choice of possibilities only to have it turned down, then the other party or company is probably not someone with whom you wish to work.
On the other hand, when others work with you to make the new appointment possible, you know there is interest and more likely they will potentially be a good match.
It is the end result that should gain most of the attention. When you present your request in a composed style and verbally demonstrate your appreciation for allowing a reschedule, most often the other party becomes more relaxed too. By the time you do meet, the connection is friendlier and the meeting usually yields a much-improved outcome.
Keep in mind there is always the other side of the story. Just as you might one day be graciously granted a reschedule, down the road another may ask the same of you. Will you take into consideration how the request is made of you along with their circumstances? Will you be willing yourself to grant a reschedule?
When it comes to selling more as well as increasing the size of each sale, it all begins with the balance of both perspectives. Through question and answer you will gain additional insight as to what really matters. In so doing, the relationship builds more easily, and your sales will grow.
You now have the secret to securing the Smooth Sale!