Forget “sales scripts.” To succeed in today’s selling environment, top sales pros will need a complete playbook. This means having multiple “opening value statements” crafted, practiced and memorized for different types of sales calls.
One of the most common sales calls is the “first time” contact, where the call couldn’t be any colder.
Hate making “cold calls”? Fear Not! A well-prepared opening value statement can warm up a cold call in 15 seconds or less. Here’s how to get started…
Start by asking yourself the following question:
“When making previous outbound sales calls to a prospect for the first time, what was it about that prospect/lead specifically that gave you the ‘green light’ to call?”
In other words, what “pre-qualifications” did they meet that let you know they could be a potential opportunity?
Part of your pre-call planning research should be to identify top “suspects.” In order to do that, you need to understand why your best clients are your best clients. What “criteria” qualifies them to have that title?
If your current cold call prospecting strategy is to simply pick up the local phone book (or some other similar non vertical resource) and starting from the letter A start smiling and dialing, sales will be low and frustrations will be high. So step one is identifying what makes a “suspect” a suspect.
Let’s say you sell “promotional products” … in theory every business in the world could be a potential client however maybe you’ve found success in a few niche verticals… say software companies. Or maybe you’ve found the greatest success with companies in the tech industry who participate in at least 3 trade shows per year. Get the picture?
Once you can put pen to paper that clearly describes what your best clients look like, you’ll have great material to start crafting your opening value statement.
Here’s an example of what I mean:
“Hi (Prospect) this is (Your Name) with (Your Company) and the reason for my call is we specialize in working with (vertical) who are looking to separate themselves from their competitors during trade shows. We’ve been able to help generate an average of 23% more leads per trade show for most of our clients and I wanted to ask you a few questions to see if what we have to offer may be of some help to you as well…”
By understanding your top clients unique criteria, you can craft opening value statements that separates you from the rest of the pack while quickly heating up your cold calls.
ABOUT MICHAEL PEDONE
Michael Pedone, founder and CEO of SalesBuzz.com, is a name well known to many in the world of online business. After several success ventures, Michael started SalesBuzz. Michael recognized a crucial weakness in most sales companies’ seminars: the initial glow of enthusiasm whipped up by charismatic… more