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The 5 Best Openings
Featured Author:
Mike Brooks
Mike Brooks, Mr. Inside Sales, is president of Inside Sales Solutions, 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. Mike just published the definitive book on Inside Sales called, “The Real Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.” To read about this book, and to find out how to become a Top 20% producer, visit his website: www.MrInsideSales.com
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Mike Brooks, Mr. Inside Sales
“How are you today?” Nothing defines you as a telemarketer or salesperson more than that opening delivered in an obligatory, insincere way (the way 80% of your competition delivers it).
If you want to separate yourself from your competition and actually connect to your prospect, then please use any of the following after you give your name and company name:
1. “Can you hear me OK?” My personal favorite. This opening does a number of things A – it elicits a yes response, B – it gets them saying yes, and it gets them to really listen. Not a bad way to start the call.
2. “Happy Monday!” (or Wednesday, or Thursday, whatever day it is). You get a lot of traction with this opening, and it really opens your prospect up.
3. “Is it raining there, too?” (or hot or foggy, etc.). Immediately connecting with your prospect on an issue unrelated to sales really gets them talking and takes the pressure off.
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4. “I’m so glad I reached you, I need a little bit of help. Are you the person who handles XYZ?...” This is a great technique because you immediately make them feel important. Works every time.
5. “How is your day going?” This is the alternative to “How are you today,” and it only works if you are sincere and if you actually listen to how their day is going. Please, listen and respond accordingly.
So there you have it – five techniques that will separate you from your competition when cold calling a prospect.
Have some fun with these, vary them, find the one you’re most comfortable with. But most of all, use them. Believe me, your prospect will be happy you did, and so will you!
If you found this article helpful, then you can get 10 more GREAT TECHNIQUES for FREE by downloading my Special Report, “10 Techniques to Instantly Make You a Better Closer.” You can read about this by clicking here: http://www.mrinsidesales.com/report.htm and you can get it for FREE by signing up for my FREE weekly Ezine, “The Secrets of the Top 20%” by clicking here: http://www.mrinsidesales.com/ezine.htm
Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. If you want to Close Business like a Top Closer, then learn how at: http://www.MrInsideSales.com
rich34232
3 months ago
508 comments
Questions to arouse cooperation are always a great idea
kahn
4 months ago
2 comments
Its very good but its apply anywhere but its very much impressive for my own point of view.