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 agreed 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 -1 “Hi ________ this is _______ _______ with (your company), how is your day going? Great. Listen, _______, I know you probably get a time of calls so I'll make this brief……
#2) Quickly state your value proposition: Use -1 “_______ 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) and 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 now? 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 instantly establish a connection, separate yourself from the other 80%, and watch as your appointment and sales revenues soar.
The 3 Secrets of Instantly Establishing Interest - To learn more about this author, visit Mike Brooks's Website.
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Mike Brooks
(Visit Mike's Website)
Mike Brooks is president of, Mr. Inside
Sales, a Los Angeles based inside sales
consulting and training firm that teaches
companies and sales reps how to become Top
20% producers. A published author,
executive coach and sales trainer, Mike
has been teaching the skills, techniques
and strategies of Top 20% sales
performance for over 25 years.
Mike specializes in working with business
owners who have under performing outbound
or inbound inside sales teams either
business-to-business or business to
consumer. He offers FREE Closing Scripts,
and a FREE audio program designed to help
you double your income selling over the
phone. If you want to close business like
a Top 20% Producer, then learn how at: www.MrInside
Sales.com
If you found this article helpful, then
you will love Mike’s new book: “The REAL
Secrets of the Top 20% - How To Double
Your Income Selling Over the Phone.” You
can read about this by clicking here: www.mrinsidesales.com/bookmar
keting.htm
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