Consider the opening as a hook, which serves to grab your interlocutor’s attention and let him decide whether he wants to continue discussing with you or not. So, you need to focus on their concerns and time constraint. A good opening should state who you are, and why you are calling (without giving details of your product or service); very clear, precise and concise.
Consider the opening as a hook, which serves to grab your interlocutor’s attention and let him decide whether he wants to continue discussing with you or not. So, you need to focus on their concerns and time constraint. A good opening should state who you are, and why you are calling (without giving details of your product or service); very clear, precise and concise. You will need to establish rapport and gain permission to ask your questions. Note that people love to talk about themselves by focusing your attention on their requirements will help you build trust and they will be willing to discuss with you and hear what you have to offer.
Keep the product description for later stage!
It is never a good idea to describe your solution in the opening statement. From experience, I know introducing the product too soon might raise objection and reduce the chance of selling. Therefore, you need to build value first. For that be friendly but position yourself to ask question to uncover their needs.
Share your positive attitude!
Something the prospect might sounds rough but think he might be having a bad day; therefore, you might be able to contribute and make his day brighter. Don’t be afraid just keep it a positive attitude and ask if you are calling in a bad time and maybe reschedule the call. However, note that good emotions are contagious! If you remain polite and acknowledge him, he might give you a few minutes of his time. Always remain confident! When I call a prospect, it happens that I play a joke and most of the time my prospects will respond to that. After that, I am feeling more comfortable to continue the discussion with them.
Be in control!
In the contrary, if you do not sound confident or your voice is shaky, they will take advantage of it and terminate the call. To illustrate that I remember when I was working for this software development company, I received a lead from the company’s website where a prospect required information and an evaluation version of one of the software. I contacted him. Once he picked up the phone, I introduced myself then he hanged up. I called him back and I told him in a very firm but professional manner that the reason why calling was to assist him with his request; that I did not understand why he dropped the communication while I wanted to help. The prospect took my contact details and told me that he will ask somebody to give me a call the next Monday to discuss the project. Someone did call me.
I gave you this example to show you that confidence is your best friend as well as knowing what you’re talking about.