What is the best way to open a sales call....

13 replies
Hi there guys,

Just had a quick question....

What is the best to open a sales call in order to minimise sales resistance and get the person listening and engaged....

The reason why Im asking on here is that ive read so many varying takes on this topic online and each is wildly different. I know there is no formula or right or wrong way, but there must be some common practice that works really well.....

Look forward to your replies....
#call #open #sales
  • Profile picture of the author TheBigBee
    Originally Posted by Sonny Am View Post

    Hi there guys,

    Just had a quick question....

    What is the best to open a sales call in order to minimise sales resistance and get the person listening and engaged....

    The reason why Im asking on here is that ive read so many varying takes on this topic online and each is wildly different. I know there is no formula or right or wrong way, but there must be some common practice that works really well.....

    Look forward to your replies....
    Search for posts by Jason Kanigan on the subject.
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  • Profile picture of the author Rearden
    Greeting, introduction, reason for calling, benefit statement, close for appointment.

    Nail down 2 or 3 decent rebuttals and you're golden.

    Mine are -- I already got what you're selling, I don't have the money, and can you send me something in the mail.

    I don't get many objections, but do try to turn them around at least once.
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  • Profile picture of the author Rearden
    "Hey Mr. Jones! This is Dave Rearden at 5-Star caliing. How's your day treating you? The reason I'm calling is to set an appointment with you; I help businesses like yours get affordable life insurance for your employees at zero cost to you, and wondered if you'd have any objection to me stopping in for 15 minites to show you how it works?"
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    • Profile picture of the author ewenmack
      http://www.warriorforum.com/offline-...de-brands.html

      In this link is how I've landed the biggest nationwide brand names, as well as small businesses.

      The lessons are repeatable.

      Best,
      Ewen
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    • Profile picture of the author Joshua Lowenthal
      The best way to treat the target audience is to understand that they are usually busy and don't think they should be responsive to inbound advertising.

      Lets face it even when we knowingly give our numbers out we don't want to be bothered by random sales calls.

      But its okay and with the proper introduction we can break down the barrier in one line and move into answering and questions or just setting up to 1 on 1 presentation.

      The trick is to focus on the benefit, right from the get go.

      "This is Joshua from Natcom-N. I am calling in regards to XYZ and I thought you would be interested in seeing how it could make (benefit) happen for you! I am setting up appointments... etc etc etc."

      I have called both targeted and non targeted leads in the past and really they just want know what your talking about ASAP, so tell them.
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  • Profile picture of the author helisell
    You won't do better than following what Jason shows above.

    It almost totally removes resistance and gets folks listening right from the get go.

    I started using it a few months ago and added it to my toolbox of 35 years worth of hands-on experience and it is gold.

    If I haven't thanked you before Jason then let me do it now.

    Thank you.

    .
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    • Profile picture of the author midasman09
      Banned
      Hey Sonny...as I was "cruising" thru WF this Memorial Day weekend afternoon, taking a Break from "Family" (I LOVE them dearly BUT...)...your "Subject" line caught my eye and as I read it I thought, "Hey! I can give this guy a few tips from my experiences in the "Battle For Bucks"! So....here tis;

      Understand that the person you are about to speak to (to try to SELL him/her something)....has MANY things on their minds RIGHT NOW!

      Ex: They just hung up from a dis-gruntled customer/client/ patient..ortheyjust had an employee present him/her with a "problem"....etc.

      So...YOUR MAIN MISSION....with your "intruding" phone call....in your FIRST SENTENCE....is to....GET THEIR MIND OFF WHAT THEY WERE THINKING ABOUT B4 YOU CALLED!!!!!!!!!!

      So....here's the KEY:

      WHAT you say, in your FIRST SENTENCE will determine the Success of your Call!

      "How are you today?" HOGWASH! (Prospect thinks; Oh No! Another Sales person. How am I going to get rid of this guy?)

      or...."My Name is; (A WASTE of time! Your prospect could care less what your Name is)

      ..."And I am a (whatever)" Prospect could care LESS...the Name of your Company! or what you do!

      Mark the following down on a Card and Never Forget it:

      POTENTIAL BUYERS are interested in ONE Thng; "WHAT'S IN IT FOR ME!"

      So....how does a "Pro-fessionial" long-time sales guy (like me) open up HIS calls?

      "Good Morning....Can You Handle any more Patients?" (Dentist or Medicos)

      "Good Morning....Can You Handle any more Roofing Jobs?
      etc!

      The words; "CAN YOU HANDLE MORE X....! gets prospects to STOP THINKING about what's been going on a few seconds before they picked up YOUR CALL!.....and think about "Hey! MORE Patients (customers/clients)...

      "YEAH...I'd like to hear more of what THIS guy has to say!"

      Why? Because people are interested in ONE THING...."WHAT'S IN IT FOR ME?"

      MY time is valuable....why....should I listen to what this guy has to say?

      So....your OPENING statement determines how successful your call will be!

      Make it a BIG benefit to your listener and you will WIN!

      Don Alm .....long-time winner
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      • Profile picture of the author Jason Kanigan
        Originally Posted by midasman09 View Post

        Hey Sonny...as I was "cruising" thru WF this Memorial Day weekend afternoon, taking a Break from "Family" (I LOVE them dearly BUT...)...your "Subject" line caught my eye and as I read it I thought, "Hey! I can give this guy a few tips from my experiences in the "Battle For Bucks"! So....here tis;

        Understand that the person you are about to speak to (to try to SELL him/her something)....has MANY things on their minds RIGHT NOW!

        Ex: They just hung up from a dis-gruntled customer/client/ patient..ortheyjust had an employee present him/her with a "problem"....etc.

        So...YOUR MAIN MISSION....with your "intruding" phone call....in your FIRST SENTENCE....is to....GET THEIR MIND OFF WHAT THEY WERE THINKING ABOUT B4 YOU CALLED!!!!!!!!!!

        So....here's the KEY:

        WHAT you say, in your FIRST SENTENCE will determine the Success of your Call!

        "How are you today?" HOGWASH! (Prospect thinks; Oh No! Another Sales person. How am I going to get rid of this guy?)

        or...."My Name is; (A WASTE of time! Your prospect could care less what your Name is)

        ..."And I am a (whatever)" Prospect could care LESS...the Name of your Company! or what you do!

        Mark the following down on a Card and Never Forget it:

        POTENTIAL BUYERS are interested in ONE Thng; "WHAT'S IN IT FOR ME!"

        So....how does a "Pro-fessionial" long-time sales guy (like me) open up HIS calls?

        "Good Morning....Can You Handle any more Patients?" (Dentist or Medicos)

        "Good Morning....Can You Handle any more Roofing Jobs?
        etc!

        The words; "CAN YOU HANDLE MORE X....! gets prospects to STOP THINKING about what's been going on a few seconds before they picked up YOUR CALL!.....and think about "Hey! MORE Patients (customers/clients)...

        "YEAH...I'd like to hear more of what THIS guy has to say!"

        Why? Because people are interested in ONE THING...."WHAT'S IN IT FOR ME?"

        MY time is valuable....why....should I listen to what this guy has to say?

        So....your OPENING statement determines how successful your call will be!

        Make it a BIG benefit to your listener and you will WIN!

        Don Alm .....long-time winner
        I agree with your intention here, Don. Getting the prospect's mind out of what they were doing and onto the call is the purpose of the start of the call.

        Most prospecting calls are begun so badly there is no rest of the call.

        The salesperson gets excited that they have a live one on the line. They immediately go into overbearing mode, trying to force the prospect to be interested. The prospect backs away. "Got it taken care of, thanks." Lie. But now there's no conversation.

        Qualify first, sell later.
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  • Profile picture of the author Rags2Richs
    First understand that if you are calling a small business that they get at least 10-20 calls like yours per day...advertising, seo, insurance, janitorial supplies, etc. They have become experts on how to get rid of you.
    You can take advantage of this by starting your conversation by telling the prospect (really helps if you know his first name) that you called him about __(weeks,days) ago and he told you he really liked your _____(product,service) but things were hectic, money tight, etc and asked you to get back to him in about _____(time you are calling now!) So you made a note to get back to him At His Request. If he says he doesn't remember you calling just go into the benefits of your product service to "remind him of how great it is!"
    If you're trying to set an appt. tell him you will be in his area around (be vague) and you'd like to drop by and Briefly go over your product service. (Most business owners are at their biz all day so a loose first appt. works fine). If calling on restaurants avoid calling between 11am and 2pm. Hope this helps!
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  • Profile picture of the author helisell
    rags2richs??

    Are you saying to start the call with a lie?

    Just forget for a moment whether that tactic will work or not
    and imagine a way of calling that doesn't start with a lie and
    actually gets a great result.....

    Over the years I've been at this game I've tried both ways (and
    had success at both too) and I can tell you from experience...

    Using a truthful method is a stronger and more sustainable method
    over the long term.

    Jason Kanigan's method is totally truthful, gets great results and
    it maintains a very healthy, positive attitude which ultimately results
    in a more productive use of your time...and it's fun...and it's more
    rewarding....can you tell I'm a fan?

    Listen...if you're going to use lies then try this...

    Hi there I wonder if you can help me.....

    I've been asked to call because I understand that you've been looking
    at getting better results from your marketing and it's been a bit harder
    than you thought and I've been asked to help....what exactly is it you're
    looking at doing ???

    They say lots of things like.......

    Who asked you to call?
    I'd say....I dunno...I've just come back from a break and I have a hand written note to call you....I assumed someone there had called me....any idea who it might've been?

    They say other stuff too but it is all handleable in more or less the same way.

    I did things this way for 20+ years but....I MUCH prefer being up front these days
    I guess I'm getting old and soft....no really.

    Honestly there are better ways than lying.
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  • Profile picture of the author Jarrod
    http://www.warriorforum.com/offline-...rting-now.html

    The short script on page 19 has my vote.
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