It’s show time. The curtain rises. The prospect has now answered the phone.
Don’t screw it up.
I don’t want to be negative, but the first 10 seconds is the time during which most prospecting calls die. They implode before leaving the starting gate. The good news is that failure is preventable and almost always a direct result of what the sales rep says.
To illustrate a point, here are two scenarios. Think about how you feel after reading each.
What were your reactions?
After the first one, you were probably thinking, “I don’t need to know this, and I don’t want to hear about it. That’s boring and does not affect me. I will extract myself from this situation.” Conversely, after reading the second example, you were probably thinking, “That got my attention. I wonder what it is? Tell me more.”
My point? In the first 10 seconds of phone calls, sales reps create the same emotions as those from my two scenarios. Therefore, you want to minimize or eliminate the feelings from the first scenario and strive for those that the second statement induces. We will begin our ...