- Image via Wikipedia
I stumbled into a great website and resource for improving your sales process: JustSell.com. Certainly, check out the entire site. I particularly liked this article on Opening Statements.
In this article the author talks about a framework for creating an effective opening statement:
1. Creating immediate interest and energy
2. What are you selling, clearly and quickly
3. How do customers benefit when they buy
This certainly a little harder than it sound, especially if you need to get it into the short attention span of a consumer being cold called. It takes lots of practice and should be tested like you would any other type of advertising.
That’s right, your opening statement is an advertisement for continuing the conversation with me.
These are a few things from my experience and specifically from a mortgage or debt settlement sales perspective that might help you script some opening statements.
- Questions force consumers into the conversation. Ask one as early as possible
- Never talk longer than 20 seconds without engaging the customer for a response
- Benefits should be the core of every statement you make. No one cares about features
- Avoid going negative early. That means bashing the economy, the market, or the competition
- Tell a quick story that gets the consumer to say, “hey he/she is one of us”
What are some of the techniques that you use in opening statements?
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