How To Instantly Build Rapport (Or - The Five Best Openings)
“How are you today?” Nothing defines you as a telemarketer or salesperson more than that opening delivered in an obligatory, insincere way (the way 80% of your competition delivers it). In today’s economy, sales are hard enough to come by and you don’t need to make it harder on yourself by advertising in advance that you’re calling to sell something.
Instead, what your opening statement should do is instantly build rapport, lower sales resistance, and engage your prospect. The good news is that this is easy to do if you begin using any one of the following proven opening statements below.
Play with these, adjust them a little, and then find the one that works best for you. Believe me, you will instantly notice an improvement and your cold calls will feel more like warm calls. And I’ll bet that will make picking up the phone a little easier, won’t it?
1. “Happy Monday!” (or Wednesday, or Thursday, whatever day it is). This is my personal favorite and you will get a lot of traction with this opening as it really opens your prospect up.
2. “Can you hear me OK?” This opening does a number of things A - it elicits a yes response, B - it gets them to really listen. Not a bad way to start the call.
3. “Is it raining there, too?” (Or hot or foggy, etc.). Immediately connecting with your prospect on an issue unrelated to sales really gets them talking and takes the pressure off.
4. “I’m so glad I reached you, I need a little bit of help. Are you the person who handles XYZ?…” This is a great technique because you immediately make them feel important. Try it, it works every time.
5. “How your day going?” This is the alternative to “How are you today” but it only works if you are sincere, and if you actually listen to how their day is going. Please, listen and respond accordingly.
So there you have it - five techniques that will separate you from your competition when cold calling a prospect. Believe me, the first thing you say to your prospect really is important, and rather than building up walls with the old, “How are you today,” you can actually build rapport and connect with people using one of the openings above.
Have some fun with these, vary them, and then find the one you’re most comfortable with. But whatever you do, use them. Believe me, your prospect will be happy you did, and so will you!
Mike Brooks, Mr Inside Sales, helps business owners turn under-performing inside sales teams around by teaching them Top 20% core sales skills. Visit: http://www.mrinsidesales.com/cd_page3.htm