6 Tips For Opening Your Sales Calls With Power

When opening a call on the phone, you need a script of some kind to give you direction.

Most sales reps, however, use the script as a crutch, reading it like a nervous speaker reading his PowerPoint slides while delivering a presentation.

A script gives you an outline of your opening process when cold calling. But to make it your own, you need to maintain flexibility and awareness so you can respond appropriately to your prospects and earn their trust.

Instead, trade the traditional script for an outline of your opening process and you’ll have a better chance of engaging your prospects when you have them on the phone.

Here is a general process that you can follow. But remember to be flexible and adapt it to fit your individual situation.

1. Open your call by getting their attention. Sometimes, simply using your prospect’s name is enough. Most sales reps, when they open a call, talk about themselves, their company or their product before they create the interest. Be different. Use your client’s name to get their attention.

2. Show them that they are important to you. Share what you know about them: Verify their title; compliment them on something that they have achieved; make a statement about their industry that they may not know. Find a way to tactfully display your knowledge of them and their issues. It shows them that you consider the relationship important.

3. Ask a question bearing on time. People are busy and chances are always good that an unexpected call will catch someone in the middle of an activity. Now if you left a previous message stating that you were going to call at the designated time and they were expecting your call, ask them how much time they have set aside to talk. Your prospect will appreciate the fact that you cared enough to ask.

4. Tell them why you called. This is the general benefit that you supply to their industry. Remember that you can’t make a claim about their specific situation until you can perform a diagnostic session with them. However, you can state some of the benefits that you have supplied other clients in that industry. If you have examples or testimonials, this would be a good time to roll them out.

5. Don’t promise. Tell them that you don’t know if their company can attain the same results that you delivered to your previous clients and that further analysis would be needed.

6. Run your trial close. Ask them if they have time for some more questions or open to a face-to-face meeting.

Remember that this is a general process for opening a sales call and getting to the next level.

Also, remember that no two people are alike. Adapt the process in response to your individual prospect’s needs and expectations. Stay aware of what your prospect is saying and doing to fully leverage the power of this process.

Flexibility and awareness are key. If you have these, you will be able to make adjustments as you move the sale forward and you will move more prospects into your sales pipeline.

Have a question about opening a sales call? Send your questions to SalesQuestions@dcarnegietraining.com and one of our team will get an answer to you.

Larry Prevost
Dale Carnegie Instructor, Social Media Evangelist
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