How to get more from an opening statement

Nothing is more important to meeting and greeting customers than the quality of your opening statement.

In-person or over the phone, windows of attention are typically slammed shut in less than 10 seconds. This means you have to maximize the impact of every word, syllable and pause in your lead-off statements. They need to be works of art, compelling to an extreme degree. To minimize the importance of preparing a solid opening statement is to potentially short circuit your entire sales effort.

Fortunately, opening statements can be prepared and practiced before a sales opportunity is ever pursued. Below are some guidelines and thoughts for creating your opening statement(s) as well as some samples for you to rework into your sales world.

How do my customers benefit when they buy my product/ service?

You sell to consumers so include the potential emotional added benefits of being liked, respected, more attractive. You’re looking for several true benefits, not simply features.

Build several opening statements for the different scenarios you might face. Address each of the following in whatever order seems most appropriate. Just make sure the benefit to your prospect is mentioned within the first 10 seconds…

Tips:

·        Maximize every word, syllable, and pause

·        The opening statement is not meant to close a prospect

·        Never leave a misleading or vague voicemail message- hit them with your complete and prepared opening (it should be short enough)

·        Never use industry jargon or unnecessary thousand dollar words

·        Avoid vagueness

Words to consider using in your opening statement

·        Maximize, increase, grow

·        Minimize, reduce, decrease, eliminate  

·        Profit from

·        Specific, specifically

·        Save, conserve

·        Accumulate, acquire

·        Prevent

·        Fully

Immediate, now

Make it a champion day!

"SALES TRAINING MATTERS"