You average forty to seventy-five outbound calls and emails per day, hoping for a connect rate of just 8 to 10 percent. You've got four seconds to make a good impression with your email. When you finally get a live contact, you have only seven to fifteen to make an introduction. If your contact likes what he or she hears, you earn more time to make your pitch. If not, you get rejected and lose the call. This video analyzes the various live opening statements and provides you with a new tips on creating a winning opening statement that earns you time, captures attention, peaks curiosity from today’s busy buyer.
- It's getting harder and harder to get a live prospect on the phone these days, and when they finally pick up the phone, they barely give you a few minutes before you lose that call. I've listened to thousands and thousands of calls over the years of ambitious inside sales reps calling prospects, and there's nothing more frustrating than watching a rep dial and dial and dial and finally get a live call, and unfortunately, waste that live call.
What happened? Well, there's a few things that happened. Picture this. The sales rep is dialing and dialing and dialing, and oops, someone answers. They stumble. They're unprepared. They might start a live call by saying, "Uh, yes, um, oh, oh, uh, yeah, uh, this is Susan. "I'm, I'm, I'm calling, uh, because I'm." I call this the startled effect because as much as a salesperson is startled, they end up losing the call because the customer also got startled.
Another thing that happens is a salesperson has made hundreds of calls that week, and their tone is flat, and their opening is very generic. Their opening will sound like this. "Hi, this is Susan with ABC Company. "I was just calling to introduce myself." Or "Hi, this is Susan with ABC Company. "I was calling to check to see if you have any projects "going on that I could help with." This generic opening annoys the customers so much because they've heard this before.
So the customer shuts down. There's also a school of thought that suggests you ask permission to start your call. So there are some openings when the sales rep will ask, "Hi, this is Susan with ABC Company. "Did I catch you at a bad time?" Or "Hi, this is Susan with ABC Company. "Do you have a few minutes to talk?" This is a risky way to start your call because you're setting yourself up with a closed-ended question that can either be answered with a yes or a no, and chances are, you're gonna get a no.
The problem with all these weak openings is they don't go anywhere, and they certainly don't invite the prospect to engage. These are all wasted because the salesperson wasn't prepared for their introduction, and they lacked a call objective. No matter how busy your prospects are, they really appreciate a salesperson who comes in prepared with a strong call objective that tells the prospect exactly why they are calling and what they want out of the call.
I believe a strong call objective will earn you more time from your prospects on the call. What you'll include is your name, your company, the reason for your call, your goal, and what you hope to accomplish by the end of the call. Remember, your delivery in terms of your tone and pace is important. Your tone should be friendly, approachable, authoritative, conversational, and confident. Your pace should not be too fast or too slow but sound more conversational.
This is what that opening might sound like. "Hi, this is Susan with ABC Company, "and the purpose for my call is to introduce myself, "learn about your needs to see if there's a potential match. "By the end of the call, I'd like for us "to identify a few people on your team "we can invite to an upcoming event." Or here's another example, "Hi, this is Susan. "I wanted to thank you for downloading our trial eval. "My goal is to better understand your interest "in our solution, and by the end of our call today, "I'd like to schedule a brief appointment "with one of our technical engineers to review your needs." The difference between the weak and the strong openings is the stronger call objective tells the prospect exactly what you'd like to accomplish on the call and gives you immediate control of the call.
So are you ready to take greater control of your calls and earn more time with your prospects? Put together your opening statement, using this formula, and you'll see how much more time you will earn.
- Understanding the qualities of successful inside sales pros
- Using the right sales tools
- Social selling with LinkedIn
- Improving your response rate
- Building a foolproof qualification plan
- Getting past gatekeepers
- Handling objections
- Closing the sale