Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

OPENING STATEMENT MASTERY WORKSHOP

Now it’s time for you to write one or more opening statements for selling situations you will encounter, such as the following:

• Speaking directly with your target on your first attempt.

• The decision maker interrupts to say she’s late for a meeting or on her way to the airport.

• The insistent gatekeeper who must know “What is this in reference to?”

• Voice mail rather than live contact.

• Transfer to another person or an alternative decision maker.

Write your script so that when you deliver it, it flows naturally. You need to get to your benefits within the first 10 seconds and then relate your contact and credibility information without rushing.

Here’s a quick list of where we are so far. Tell your prospects ...