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Grabbing Your Prospect's Attention
Some words are better than others. Some words are stronger and more evocative than others. As a salesperson, when you are on the phone with a prospect, you have about 10 seconds to grab and hold your prospect's attention. If you do not do that within that first 10 seconds, your call is more than likely over.
If you get through that first 10 seconds, that buys you another 10 seconds. If you get through those 10 seconds it buys you yet another, and so on. Ten seconds is not a lot of time. To get through those 10-second increments, you want to use the most powerful words that you have at your disposal.
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PROMOTIONS EAST
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TOP SHELF TIP NO. 38
"If you want to be successful, it's just this simple: Know what you're doing. Love what you're doing. And believe in what you're doing."
Will Rogers, comedian, humorist, social commentator, vaudeville performer and actor, 1879-1935 | |
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If you are a beginner it is entirely possible, indeed even likely, that you may not be comfortable with certain powerful words or phrases. They may be very unlike your usual way of speaking. Even if you've been in sales for a while you might be set in your ways, accustomed to a certain delivery, and changing that might feel uncomfortable.
There are many salespeople who say they do not want to work with scripts because then they cannot be themselves. Remembering that your prospecting call happens in 10-second increments, you want to be the very best self that you can be, every time. That requires preparation.
One of the great things about being in sales is that it is crystal clear. You always know exactly where you are. You are either scheduling appointments, or you're not. You are either closing, or you're not.
If you are new to sales and a successful professional gives you their script-don't change a word. That script will be your gold mine.
If you've been in sales for a while and want to try out a new script, test it first. Your old script becomes your baseline. For example, make 30 prospecting calls using your usual script and keep track of the number of appointments that you schedule. Then make 30 more prospecting calls using your new script exactly as written. Keep track of the number of appointments that you schedule.
At the end of those 60 calls you will know which script works better. That becomes your new baseline.
Source: Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, sales coach and author. She is the author of the recently released, self-study program, Cold Calling College, and the book, Cold Calling for Women and the newsletter Opening Doors & Closing Sales. | |
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