The Seven-Second Telephone Sales Opening
Part of the Telephone Sales For Dummies Cheat Sheet
First impressions are everything. When you have a sales prospect on the phone, the first seven seconds can make or break your whole pitch. Keep these pointers close by to help your opening hook the prospect:
Greet the prospect by name. Grab the contact's attention immediately — and hold it — by using his or her name.
State your full name. Don't be a stranger! Identify yourself clearly and completely.
Identify your company. Don't assume you're a household word — say the name and add a brief description of your firm's specialty.
Explain the purpose of your call. Get to the point. "The reason I'm calling is . . . "
Link in a benefit statement. Make your "purpose" something relevant to the contact: "I'm calling to help you save money/increase revenues/do your job better."
Add a close or bridge. Wrap up the opener with a concise question or statement that leads into further discussion.