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An Opening Statement Review

 

Here’s an opening statement suggestion I read from a sales trainer in an online article. It’s no wonder so many people get beat up on the phone if they practice stuff like this that is from a supposed expert.

 

 

 

"Hello, this is Mark Peters with Reclamation Services. We specialize in commercial recycling services, and I’d like to ask you about your company’s recycling policy. Do you have just a moment for a couple of quick questions?"

One critical component is missing:

WHY the person should take a moment to answer a couple of quick questions.

Some very busy people who very well might be great prospects see nothing of value in the call, and quickly exit.

But what’s interesting, and this continues to leave me scratching my scalp in amazement is that some people will actually answer the questions in response to an opener like this. But when they do, they likely are bracing themselves for the sales pitch.

They’re tentative and skeptical as they answer the questions not the desirable state of mind for people you’d like to persuade.

Your opening must create the thought in their mind that might be able to do something for them. This sparks their curiosity and interest, and earns the right to take some of their time, and, puts them in a more favorable frame of mind to answer your questions, since you’ve already hinted at the payoff for them.

This missing component can very easily be added, making the example 100% more effective:

"Hello, this is Mark Peters with Reclamation Services. We specialize in commercial recycling services, helping companies reduce their trash hauling expenses, and also helping them save money on everyday paper goods. If I’ve caught you at a good time, I’d like to ask you about your company’s recycling policy to see if this would be worth your taking a look at…"

Be wary of what you read out there. I don’t claim to have all the answers, or any magic phrases, but at least I know what I suggest is going to help you more often than not.

Would you like to see exactly how to develop your own interest-creating opening, and also see the mistakes to avoid that are sure to incite resistance? And how about having me review your opening and give suggestions to improve it even further? Check this out:http://businessbyphone.com/teleseminar.htm

 

 

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