If you're in sales or in business, developing an effective opening is one thing you cannot afford to overlook. This is also referred to as an interest gaining statement. Your ability to quickly get to the point and create interest is key to your success in opening sales. Gaining the appointment, having an opportunity to call a prospect back later and closing sales faster all depend on how effective your opening is. Here are a few simple steps to developing an effective opening:
First, Itemize three key reasons why customers buy your product. For example:
* Saves money on travel * Makes employees more productive * Brings more customers in fast
Second, now that you have your three key buying reasons identified, create a sentence you might say to a customer using these three reasons. For example: "Mr. Smith, our Wonderful Widget helps companies like yours save money on travel, increase productivity and bring in more customers in a shorter period of time."
Third, simply add your purpose and ask the question. For example, "I'd love to share more about our Wonderful Widget with you, but I know you weren't expecting to discuss it right now. Is there a time this week that would be convenient for me to share what Wonderful Widget can do for your business?"
Congratulations! In just a few minutes, you have created a dynamic opening; one that creates interest, states your purpose, and asks the customer to take the next logical step.
If you track your daily sales call results, I encourage you to try this technique for a week. See how your results improve.
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