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objective
- create immediate
interest for further discussion… engage the prospect
method
- work through
the following using pen to paper or fingers to keyboard…
What do I sell? (answer in the
fewest words possible)
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How do my customers benefit when they
buy my product/ service?
If you sell to consumers, include the
potential emotional added benefits of being liked, respected, more
attractive, etc. if these benefits exist. If you sell to businesses, be
sure to include the emotional benefits to the purchasing customer (the
decision maker) in addition to the more specific benefits realized by
the company (a good buy or product implementation can be the road to
promotion or status within an organization). You’re looking for several
true benefits, not simply features.
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Build several opening statements for
the different scenarios you might face (e.g., catching
a decision maker without a screener, catching a decision maker "on their
way out the door", delivering the opening statement to a screener who
insists on knowing "what it is in reference to?", for voice mail, etc.)…
Address each of the following in whatever order seems most appropriate
for your particular sales world (just make sure the benefit to your
prospect is mentioned within the first 10 seconds)…
- who you are
- where you’re from (i.e. company
name)
- what you sell (in very simple
terms)
- how your prospect will benefit
from your product or service
- a question to gauge interest of
the prospect
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keep in mind
- maximize every word, syllable and
pause
- the opening statement is not
meant to close a prospect
- never leave a misleading or vague
voice mail message- hit them with your complete and prepared opening
(it should be short enough)
- never use industry jargon or
unnecessary thousand dollar words
- avoid vagueness
words to consider using in
your opening statement
- maximize, increase, grow [sales,
customer retention, productivity, etc.]
- minimize, reduce, decrease,
eliminate [expenses, customer service challenges, diversions, etc.]
- profit from
- specific, specifically
- save, conserve
- accumulate, acquire
- prevent
- fully
- immediate, now
phrases to avoid in your
opening statement
These phrases may be used at other
times during the sales process, but they have no place in the opening
statement because they do not create immediate attention or encourage
the prospect to engage with you and therefore can take away from the
initial attention allotted by the prospect.
- How are you today?
- I’d like to learn a little more
about your business to determine…
- We’re the leading provider of…
- We work with several of your
competitors…
- I’d like to see if there are some
ways we might work together
- Is now a good time to talk?
- Did I catch you at a bad time?
sample opening statements
Hi, [first name]… We provide [product/
service] in order to help people [take advantage of, minimize, maximize,
prevent, etc.] [something of importance]… I’m calling to see if this
might be helpful to [you/ and of your clients]…
Hi, [first name]… This is [sales name]
with [company name]… We provide [product/ service] in order to help
companies minimize their [whatever] expenses and maximize monthly sales
revenue… I’m calling to see if this might be valuable to you and your
team…
Hi, [first name]… [sales name] with
[company name]… We help companies fully profit from their existing
resources through our [product/ service] that [does/ has/ have whatever
differentiating point or feature]… I’m calling to see if you’d be
interested in discussing how it might help your [whatever] efforts/
initiatives…
Hi, [first name]… [sales name],
[company name]… We deliver [product/ service] which might be able to
save you more than [specific percentage] on your [whatever] expenses…
Would you be interested in discussing how it might fit into your
environment?
my opening statement for:
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my opening statement for:
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my opening statement for:
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