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

AVOID WORN-OUT PHRASES

Although the phrases and statements listed next may be relevant and appropriately friendly later in the sales cycle with your prospects, they are akin to asking, “What’s your sign?” to open a conversation in a bar with a person you find attractive. Don’t use them in your opening statement either on the phone or in an e-mail because they turn people off instantly.

These phrases, statements, and clichés do not command attention or increase a prospect’s receptivity. Worse, they detract from your strong opening statement, rob you of your personal power, and stop the prospect from listening to or reading what you’re saying:

• I’d like to understand more about [the target business] to see…

• How are you today?

• Is now a good ...