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Notes and Scripts

The document provides 3 razor sharp openings that can be used when initially contacting a decision maker to capture their attention and interest in a brief yet relevant manner. The openings lower sales resistance by softening the statement and focusing on the prospect's needs rather than the salesperson. They suggest asking for permission to ask questions after delivering the opening to move into the discovery step.

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75 views2 pages

Notes and Scripts

The document provides 3 razor sharp openings that can be used when initially contacting a decision maker to capture their attention and interest in a brief yet relevant manner. The openings lower sales resistance by softening the statement and focusing on the prospect's needs rather than the salesperson. They suggest asking for permission to ask questions after delivering the opening to move into the discovery step.

Uploaded by

skumarites
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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"3

Razor Sharp Openings You Can Steal" (SC)


Once you're communicating with the decision maker, you need to deliver
your opening to capture their attention and pique their interest. Again, you
do this by being brief, clear and relevant, which we covered before.
These can be used via phone, email or in person with slight modifications
Opening #1
"I'm calling to see if you're open to ways to (solve a problem, avoid pain, increase
revenue, save time, etc.)...but, I'm not even sure if this is an issue you consider
worth looking at right now..."
Notice that you're saying "...but, I'm not even sure this an issue you consider
worthing looking at right now"
When you first talk with a cold prospect, their sales resistance is going
to be at the very peak. So, what you're doing here is lowering their
resistance and the pressure by softening your statement a bit
Every prospect has received sales calls or emails from sales people
coming on too strong
The reason we leave off our name and company name at the beginning
is because when you start with "The is Ken from xyz company" it
immediately triggers that "salesperson program" and the prospect
tends to have a knee jerk reaction
Also, we're keeping the focus on the prospect's needs rather than us
and our company
Obviously, when the prospect asks who you are and what company
you're with you tell them
Opening #2
"I'm calling because we're currently helping (type of prospect) to (solve a
problem, avoid pain, increase revenue, save time, etc.) and I wanted to see if
this is currently something you're open to considering..."
Opening #3
"I'm calling because we help (type of prospect) to (solve a problem, avoid pain,
increase revenue, save time, etc.) through (type of product or service) and I
thought your company may be open to a discussion about this...but, I'm not sure
if this would be the right fit or the right time."
Look in the resource section
You can find the notes for this lesson, which contain the scripts for these
openings, in the resource section
Move into Discovery step
After your deliver your opening, you need permission to ask some questions so
you can move into the Discovery step.
You can do this by simply saying:
"I'd like to a few questions to see if what we have is the right fit and briefly
tell you what it is about, would that be okay?"

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