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The 3 Secrets of Instantly Establishing Interest |
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Written by Mike Brooks, Mr. Inside Sales
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You have all heard that you have about 15 to 30 seconds to establish a connection or generate interest on a cold call, right? While some may say you have even less, the point we can all agree on is that you don't have much time and whatever you say, it had better be good!
So here is how to do it. As you know, your prospects get a lot of sales calls every day, and many of them from your direct competition. So why would they want to talk to you? What can you do to separate yourself from all the other calls?
The answer is that you have to establish a real connection with your prospect and stop sounding like all the other sales reps who call them. Here are the 3 secrets to instantly establishing interest:
#1) Acknowledge that you know they get a lot of calls -- this will immediately help you establish a connection because you will be saying exactly what they're thinking and feeling. Use --
"Hi ________ this is _______ _______ with (your company), how is your day going? Great. Listen _______, I know you probably get a ton of calls so I'll make this brief......
#2) Quickly state your value proposition: Use --
"_______ we provide/service/work with (companies like yours) helping them service/provide/process/do better at _________. Let me ask you a quick question:
#3) Immediately ask a qualifying question to get them involved. Try--
"If I/we could show you a better way of _______, (or) save you money doing it, would it be worth spending 10 minutes with me next week to show you how?" Or,
"What is the one thing you could change that would have a dramatic impact on your productivity and that would save your company money?" Or,
"If you had a magic wand and could change one thing about how you currently do (their business), what would it be?"
Can you see how this would be much more effective than what you are currently using? Believe me, 80% of your competition still ad lib their way into the opening of their calls and talk and pitch their way into getting nowhere. And that's why they all sound the same and keep getting brushed off the phone.
You can separate yourself from this group instantly, starting today, by using the techniques above. Use them and learn how to establish a connection, separate yourself from the other 80%, and watch as your appointment and sales revenues soar. |
Sales Gravy FEED
The heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organizations do. The entire psychological orientation is shifted 180 degrees. No longer do you measure your own success first. Instead, you measure success by how well your customers are doing with your help.
