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First, let's go through a sample that's sure to cause resistance: "Mr./Ms. Prospect,
I'm with ABC Company, and I have a deal here on some product/services that will
undoubtedly help you save a lot of money. And of course that's what you want,
isn't it?" Sounds like something
you'd hear the guy from Al's Autorama screaming at you from a TV commercial. The problem is in the
overconfidence. The caller might be able to help the person save money ... but
won't really know for sure until questions are asked. Or, let's say you have
the greatest product or service ever created and perhaps you do know for sure
you can help them. Coming on too strong is still not the right thing to do.
That's because THEY haven't taken ownership of the idea that you can help them,
or that they have a pain. Therefore using
"weasel" words (might, maybe, perhaps, possibility) is suggested at
the beginning of a call. Granted,
not strong sales words. And that's fine here, since we want to ease into the
call and not alienate them. "Mr./Ms. Prospect,
I'm with ABC Company. We specialize in working with users of the Microhard Doors
software, helping them cut their training time in half. Depending on what your
system requirements are, we might be able to do something similar for you. And
the reason for my call is simply to ask a few questions to see if it would be
worth our time to discuss it." It's less threatening,
and much more effective. |
