The testimonial opener

The most important part of any sales call is the first 15 to 30 seconds. In this short time we have to say something that will engage the customer and make them want to hear more of what we have to say. One of my favorite ways to do this is to use a third party testimonial story. "Mr/Ms Customer, I have have worked with a number of other (Plumbers, Pizza Shops or whatever their business happens to be) and I'd like to show you what they are doing to attract new customers." In just a few seconds this accomplishes several things. This opener tells them that other businesses like theirs has seen value in you product and it makes them curious about what you have to show them. The y may think "I'm not going to buy anything but it doesn't hurt to take a look." Once you have their attention you can proceed to uncover needs and prove value. Never under estimate the power of curiosity. I've have never met a business owner who didn't show interest in what similar businesses are doing.

Keep Smiling, Keep Selling!

Thanks

Jim Busch