Description
Never ask when they are available. That question communicates that your time is not valuable and transfers control of the calendar to someone who hasn’t committed. The two-time rule is simple: offer two specific appointment times (‘Does 9am or 2pm work better for you?’) and make them choose. If neither works, offer two more. This approach increases appointment commitment rates by approximately 30% ?? consistent with the behavioral research on reason-giving and constrained-choice compliance documented by Harvard social psychologist Ellen Langer. This engagement installs the full two-time rule system: the script, the objection responses when neither time works, the calendar entry protocol (created during the call, invite sent within the hour), and the appointment tracking sheet for pre-show pipeline visibility.
