SalesMotivation.net

by Gary Jones

As Sales Professionals, we face preconceived notions about our intent. Our clients, prospects and people in general assume that we are only concerned about selling them something. Well, in essence, they are right. But that is not a bad thing, and don’t be afraid of letting your clients/prospects know that.

This is most true in your initial contact with your prospect. Whether by phone or in person, you need to be very clear about your purpose. Your time is valuable, and so is your clients. Don’t waste either. Make sure your purpose is clear and stated up front. Before you approach your contact and ask for some of their valuable time, you should have developed a quick, concise, attention grabbing opening statement. This statement will lay the groundwork for all conversations in the future.

Through your initial client research, you should have a good idea if your product/service is a fit for your prospect. You need to convey this idea to them in your opening statement. This is your first impression. Make it a good one. You may try something like this:

“Mr. Prospect, My name is Gary Jones with ABC Company. I have been working with Joe Blow at XYZ Company and helped them increase their revenue by nearly 20%. I am going to be in your area next week and would like to take 15 minutes of your time to discuss with you how we might do the some for your company. Are you available next Tuesday for 15 minutes?”

Short, sweet and to the point. That is the key. Also, there is a statement that creates interest. “We helped them increase their revenues by 20%”. This is the WIFM (What’s In it For Me) for your prospect. Who would not want to increase their revenue by 20%? This will pique interest with your prospect as they picture next years numbers up by 20%!

When you go back to work tomorrow, don’t even think about starting your day without developing an effective opening statement. Practice it and internalize it until it becomes second nature. This statement should be THE first words out of your mouth to all of your prospects. Not small talk, not awkward questions, just your opening. If you can master this one technique, you will see your appointments soar which will eventually lead to more sales.

Excel! It’s much better than coasting.