Opening Statements Are the Keys to Successful Calls

The opening statement is the most essential part of your call. Without an opening that stimulates curiosity, and puts the listener in a positive frame of mind to participate, nothing else matters. You can't fly the plane unless it gets off the ground.

Prospecting Calls
The point you need to communicate in the first few seconds is, "We have something that might be able to help you, and I simply need to learn more about you to find out." The key is in using the right words. Before the call, answer these questions:

"What do prospects want most as it relates to my type of product/service, what do they want to avoid, and how can I help them do their job more effectively?"

Additional guidelines for opening calls

The purpose for your opening is twofold:
(1) To put your listener in a positive state of mind, and,
(2) To effectively transition you to the next part of the call, to ask for the appointment--they are not ready yet at this point.

 Write out your openings. Yes, script them. Everything else you'll say is in response to what they say, but the opener can be prepared, word for word. This way, you know it will work.
 Never sound like you're working from a prepared opening.
Look at your opening as if you were the person hearing it.
 When editing your opening, scrutinise every word and idea and answer this question: Is this adding to the effectiveness of the opening?
 Talk about ideas and results at the beginning of the call, not about products and services. People become curious about ideas and results, they resist the mention of products and services because they feel they're about to hear a sales pitch.
 Create interest as concisely as possible.
The opening is simply one part 0f the overall call. Be certain you know where you're headed next, and what questions you'll ask.

Stupid Questions Get Stupid Answers
Think of the inane questions parents ask children:
"Do you want to go to your room?"
"Do you want to lose your TV privileges?"
"How many times do I have to tell you not to do that?"

The quality of your answer is in direct correlation to the quality of your question. Ask a dumb question; get a similar-quality answer.

Ask a vague question; get an equally vague (and worthless) answer.
Be specific, be prepared, and your questions will reward you accordingly.



Opening Statements Are the Keys to Successful Calls - To learn more about this author, visit Colly Graham's Website.

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