It’s the technique of telling your customer ahead of time what questions/topics you would like to cover/ask the next time you talk with them.Example…
REMEMBER: They were not anticipating your call and were likely busy doing something else. A typical approach would be to immediately jump into your “pitch” or start asking lots of questions hoping to peak an interest, have a discussion and find a need.
You provide a basic introduction, ask a few quick qualifying questions, and then back off. Ask for permission to send them information and to call them back (preferably book a phone appt to call them back). In addition, tell them what you would like to discuss/what the agenda will be when you talk next.
Since the person you’ve contacted was not anticipating your call, their natural response will often be defensive. Using the Permission Approach, you gain trust, relax them and open the door for a better quality conversation when you talk the next time.