Time Sequencers and Connectors

• We use time sequencers and connectors to show the order of events and the reasons behind actions during a sales call. They help your conversation flow smoothly and sound professional.
• Connector
• Function
• Example
• First
• To start an action
• First, I dial the phone number in Boston.
• Then
• To show the next step
• Then, I introduce the company to the receptionist.
• When
• To show two things happening at once or in order
• When the decision maker answers, I give my hook.
• While
• To show actions happening at the same time
• I listened carefully while the manager spoke from Seattle.
• So
• To show a result
• The prospect was busy, so I called back later.
• Because
• To show a reason
• I asked questions because I wanted to qualify a lead.
• Although
• To show a contrast
• Although the line was bad, we booked a meeting.
• Remember
• Use 'first' and 'then' to list steps in order.
• Use 'when' and 'while' for time relationships.
• Use 'so' for results and 'because' for reasons.
• Use 'although' to introduce an unexpected contrast.
• Examples
• First, I checked the cold list in Chicago.
• I was nervous while I waited for the manager in New York.
• Although the gatekeeper was tough, I got past her.
• Common mistakes
• Because I was nervous, so I hung up.
• Because I was nervous, I hung up.

Complete the sentences

• (first) ____ , I introduced the company to the receptionist in Miami.
• I called the office in Atlanta (when) ____ the receptionist picked up.
• The prospect was busy in Dallas, (so) ____ I asked for a meeting on Friday.
• I qualified the lead (because) ____ I needed to find a pain point.
• She spoke to the buyer in Denver (while) ____ I took notes.
• (although) ____ the connection broke up, we booked a meeting in Austin.

Sources: photo by The Design Lady on Pexels