The direct approach is generally preferred when you are targeting specific companies and are not afraid to be direct in stating your goal of setting up an interview. It can be modified in "intensity" mainly by the use of alternate "action" statements. You can use either the trial close (you ask what their level of interest is) or the assumed close (you don't even ask for the interview, you just ask what day would be best). Following is a sample script:
If you want to provide an alternative choice as your close, your last statement would be the following.
"Which day would work better for you, Tuesday or Wednesday?"
Remember, the key statement is the action statement. This is where you lock down on setting up the interview. One recovery statement that can be used if you get a "not interested" reply is:
"Are you aware of anyone else either inside your company or at other companies who might have a need for someone of my background and abilities?"
Yes, it is a pressure release, but it can also be a cop-out. See some of the other techniques in this chapter and the next for converting a "No" to a "Yes."