Here's the second installment of the responses
I received from fellow readers after asking
what the clueless cell phone caller should
have said to get attention, pique curiosity
and interest, and even have a shot at making
a product recommendation when he called me.

If you're just now joining this series of
events, I first described the botched call
two weeks ago. See it here:
http://businessbyphone.com/TelE-Sales3-6-07.htm

Earlier this week I printed some of the best
responses I received, along with my comments:
http://businessbyphone.com/TelE-Sales3-20-07.htm

Today we're focusing on the critical part of
the call where success or failure is usually
determined: the opening statement.

First, a few key points:

-there is not one, singular, exclusive, this-
is-the-only-way-to-do-it way to open a prospecting
call (despite what some people who sell their
systems say in their advertising.)

-The desired end result of an opening--interest
and curiosity and a desire to speak with the
caller--is what is most important. With that
said, there are definitely words, phrases and
techniques to avoid which I know through 25
years of experience cause resistance.

-there are also things TO DO which give you a
greater chance for success, while minimizing
the chance of resistance. That's what I teach.

-the way in which you PRESENT your opening--
your voice, inflection, pacing, overall delivery--
can make poorly-chosen words sound good, and
well-crafted openings sound bad. That doesn't
mean I suggest the poorer alternatives, it just
means that some people can get away with bad
technique by masking it with charisma.

-great openings always have "possible-value"
statements. This is the "what's in it for
them" part. That's the reason they'll listen
to us.

-great openings do not include things that could
cause resistance, such as mentioning the word
"appointment," or saying what you want to do
before you state what you could do for them.

I could go on and on, but that would take some
time. (We do cover it in detail in my How to
Develop Interest-Creating Openings CD
http://businessbyphone.com/teleseminar.htm )

Let's get into some of the good suggestions.


Telesales College graduate Joan Gerland with
Chieftain Wild Rice Company submitted this
opening suggestion:


"Hi Art, this is _____________ with ABC Cell
Phone. We specialize in helping companies that
use cell phones for business purposes reduce
the number of dropped calls, increase coverage
and perhaps save money due to these issues. If
I have caught you at a good time, I would like
to ask you some questions to see if our services
could benefit your company."


I like this because she frames a category that
prospects are likely in (companies that use cell
phones for business purposes) and then lists several
possible-value statements: reducing the number of
dropped calls, increased coverage and perhaps
saving money.
-------------------------------------


Samantha Wilson with Strike Group Australia
suggested a possible-value statement like

“We have an introductory offer that might possibly
benefit your business if your employees or you
have a cell phone or account."

What's good here is that if I do have a cell phone
or account, the hint of an "introductory offer"
might just buy him enough time to keep me on
the phone.

And as we had mentioned the other day, she adds
"Don’t ever tell them that you can save them money.
We don’t know yet."
-------------------------------------


Jay Skinner, Director of Sales for Stratis Corporation
suggested,

"We work with companies and business people who use
cell phones and we find ways for them to have the
service they like for less money... and that's without
any obligation. How's that sound?".

I liked the possible-value part. I would, however, change
the ending question. Remember, we're hitting people out
of the blue here. Everyone has built-in sales resistance.
Asking "How's that sound?" might put them in a position
where they don't want to commit to anything...kind of
like being approached in a store by sales clerk and
then saying "Just looking." when they ask if they can
help us.

Instead, just end with, "...and I'd like to ask a couple
of questions to see if I could provide more information."

-------------------------------------


Darrell Banks with GoStephens.com submitted this one:

"I would like to talk to you about some ways to reduce
your number of dropped calls while lowering the cost of
your company's cell phone expense. How many phones do
you have on your current business plan?


The value here is good, I just wouldn't word the
statements in definite terms. A suggestion is to use
"weasel words," such "Depending on what you're
experiencing now with your cell service, we might
have some options to help you..."

I'd also take out the "I'd like to talk to you about,"
since that could imply that I'm going to give you a pitch.

Personally, I'd put it in terms of a third party reference,
meaning you've done it for others:

"We work with companies who use cell phone in their
business, helping them reduce the number of dropped calls
and often lowering the cost of their cell expenses. How
many phones do you have on your current business plan?

-------------------------------------

I hoped I would hear from some readers actually in
the cell industry who could share from a position of
experience and success. I wasn't disappointed. Here's
what James Perry with Sprint said:

Coming from the industry of this caller, I see and hear
his type of call frequently, until the rep is educated.
His first mistake was not knowing the industry he was
calling into. A fast and simple internet search could
have resolved this obstacle.

Once doing so, he would have realized you are a sales/
consultant company designed to make people like him
better at what they do. One approach could have been:

“Hi Art, my name is John Doe with XYZ Communications.
We frequently work with owners of consultant companies
and have found similar challenges in each company:

·Access to customer information
·Connectivity while away from the office
·Efficient and multiple ways to respond to client needs

Art, I am not sure if these challenges are currently
impacting your business but would appreciate the
opportunity to understand your operations and see if
our company could compliment your current business
strategy."

Very nice. From having reviewed openings with groups
hundreds of times in seminars, I know some people
would say, "Ah, that's too long." Something is too
long when it's not interesting. If it's about the
listener, you get some leeway. Plus, keep in mind,
when you deliver something in a polished, conversational
way, it does not seem long, again, as long as it
is about the listener.

I did get plenty more that were good, and worthy of
mention. I have plans later this year to develop and
release a major learning resource for prospecting,
which will include more examples of what to do,
lots of what not to do, and reviews of actual calls
and openings. Watch for it!

In the meantime, if you feel you want to create
the best openings possible, and have me review what
you develop, I urge you right now to get my
"How to Develop Interest-Creating Openings" audio CD.
http://businessbyphone.com/teleseminar.htm

You'll get my step-by-step process along with plenty
of word-for-word examples. And, I'll review your
opening by email, free. Get it now!