"Hi Michael,

Thank you very much for contacting me yesterday. I was paying very close attention to your presentation and look forward to making mine as intentional and professional as yours. My presentation isn't void of principles, but is very UN scripted and very much fly by the seat of my pants. I have been a student of SPIN Selling and Tom Freese QBS for years, but reading the information and applying it systematically are two very different things. 

I noticed how your sales call had a concise opening statement. You were prepared with questions and when you asked them, you shut up and let me answer them. 

Great job. I look forward to stepping up my sales process and to our first session.

Jim Adams - Amishdesigners.com"

My pleasure Jim and look for to helping you as well.

Inside Sales Team Not Making Their Quota? Let's FIX That!

This screams "I SAY THIS TO EVERYONE AND YOU ARE NOTHING SPECIAL TO ME". If you truly help companies like theirs, why not use the power of the other companies names to your advantage? So instead of saying "we work with companies like yours" you could say "we recently helped COMPANY 1, 2 AND 3"

"I'd like to learn a little bit about your business..."

This is a misguided - or I should say "misinterpreted" - understanding of Dale Carnegie's How to Win Friends and Influence People (great book, btw) theory that people like to talk about themselves. Although true in principle, it is false when using it as part of an opening value statement while selling by phone. Calling someone out of the blue and saying in your opener that you want to "learn a little bit more about their needs" is a sure fire way to have your prospects interest in speaking with you fall to sub zero in no time flat.

"Just thought you'd like to know…" 

This is usually followed with what I call a mini sales dump or a "spray and pray" and it fails often and hard. Even if you had a strong "reason for the call" that was going to follow your "Just thought you'd like to know" statement, major damage can already be done as the rest of what you say may be falling on deaf ears.

Why not just shorten it from "Just thought you'd like to know" to "we" as in "the reason for my call is we recently helped company 1, 2 and 3… _______"?

Not only will your message have more impact, but you'll also say it in less time.

Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)
888-264-0562 ext. 1

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