I  had a call yesterday from a client who was struggling to get first appointments. I asked him to role play what the phone conversation sounded like…and it was obvious what was happening.

Even though he was saying the right words (“Not sure I can help”, “I’d like to inqure to see if we can be of any value”) there was an *undertone* of desperation. The prospect has a sixth sense that picks up on that. So my coaching advice was simple: rather than work on the words you say–work on the thoughts you think.

He was relieved when we finished the call. His new attitude was one of “discernment and skepticism.” He said he was going to enter each phone call with a discerning attitude–being a little stodgy with his time, not chasing people to see him, and acting from a place of curiosity–rather than certainty.

Attitude changes your words and the tone with which you say the words. And that’s what leads to more appointments.