Opening Remarks

Please post your scripts(s) for: "Opening Remarks".

Mr. Buyer, I'm Joe Seller with XYZ company. We provide temporary staffing services to help companies like yours work through immediate staffing needs caused by employee absences. Is reducing the impact of employee absences important to you?

Mr. / Ms Broker, if there was a way you could get the bottom 50% of your agents to produce 6 to 9 extra transactions in the next 12 months, would there be enough profit in that for you to spend one hour with me?

People and buisnesses know they are going to work with you in the first few minutes. Why not build value by beginning your conversations with building a friend relationship?
Get to know them,get to know thier company,get to know their needs.Then move onto a business relationship.
Some want to get right into the business relationship. Wanting to know who you are what you represent and why you represent.These are the few.
Be prepared to adapt to the client you have and the style that fits them.

Jeff;

Are we talking prospecting here or were you getting at how you begin a sales call once the prospecting is done and you are keeping an appointment?

I am a wee bit unsure what you intended in this thread.

If I could help you to get your bottom 50% of sales consultants to produce a 20% increase in business wouldn't the profit generated for you and the company make talking to me for an hour a smart thing to do?

I like to call the pattern interruption. Suppose you are selling a product or service door-to-door or B2B:

"Hello, I'll bet your wondering why I am holding this football in my hands aren't ya?"

That will get the attention of the potential client.

Sharp JUMPMAN, there are many examples of that type ice breaker, few examples of pros who use them though. I love it!

If it is an opening line in a B2B sales call, clearly, if we prospected them before, as appose to say meeting someone in public, the "if I can do this and this for you then would you be interested" is not on.

Your goal at the beginning of a sales meeting is to make sure the prospect feels comfortable that their time is likely to be well spent, so you can start to uncover needs/hot buttons (pain) ...

We start out by saying - after chit chat - " ... as I suggested on the phone, there are several ways that we can benefit you/your company. Obviously without knowing more about your specifics I cannot guess exactly which are applicable but I will say this; our other clients have sent remarkable improvements in _______ (efficiency/sales etc), which relates to dramatic increases in profitability. I know we can do that for you too - at least the is a very great likelihood of that eventuality. So, please, with your permission, let me ask a few questions to ascertain what areas we can help you improve upon."

Now, telling is not selling. You must ask questions (probe) to understand the needs of each prospect, even if you have worked with a nearly identical client before, we cannot assume what he/she will think is most important. Ask them. And then, if need be, help them understand other "opportunities" ...

PAIN that is felt before you arrive is not the only possibility for benefit. There are often other potential improvements lurking that the prospect is not even aware you could provide.

Without the time to ask, if we are just to TELL then we are going to blow a great deal of potential sales and worse; ruin potential improvements for prospective clients.

Remember, if they don't buy, more often than not, it is your fault.

Best of luck always!

Gold Calling, thank you!

In addition, I enjoyed your detailed description on the benefits package. What I really like about it, is that you are showing the customer or potential client, that you truly can help them out.

In doing so, you, the salesman, are not the one that is going to suffering, it is the client that is passing up the opportunity to BENEFIT their business or even themselves.

The more you are willing to walk away from a deal, the more the customer will see, "Okay, wait a minute, this is really one heck of a deal. If they do not need my business, than it must be truly that genuine and truly that reputable."

As a salesman, we must believe in what we are selling to the point, you have to feel that you hold the key to another realm. Or, you have the answer to the stock market getting back to form (haha).