One of the best ways to break the ice and start a call is to use a testimonial story. This allows you to start with a benefit supported by a success story. I often start a call by saying "We work with a number of businesses just like yours and they've been getting great results. Can I ask you a few questions to see if we might be able to do the same for you." You can also use something like "I'd like to show you some examples of what's been working for them." Using a third party story at the beginning of a call is a great way to engage the customer in conversation.
Keep Smiling, Keep Selling!
Thanks Jim Busch
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