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Sales Training + Inbound Marketing + HubSpot

Why You Must Deliver Great Prospecting Opening Lines To Win In Sales

Posted by Wes Schaeffer | October 07
Lights! Cameras! Action!”
On your marks. Get set. BAM!"
INCOMING!"
Down by four points deep in their own territory with just under two minutes left and no timeouts, we're going to see just how well they prepared for this once-in-a-lifetime opportunity."
And in the red corner—red by their own blood—is the unprepared salesperson who thinks they'll win them over with their charm, jokes, and expense account!"

You're Not That Good Under Pressure

Contrary to popular belief, you will not "rise to the occasion" when the pressure is on.

You'll revert backwards to level of your training.

And unless you train under strenuous conditions that simulate the real thing, you'll crack when the pressure is on.

Wes one stripe blue belt Brazilian Jiu-Jitsu compressed

After playing football in college, being deployed around the world with the Air Force, selling for over 22 years to the likes of Google, Apple, and Facebook, and now training in Brazilian Jiu-Jitsu, I can tell you that unless you practice, drill, and rehearse—as Tom Hopkins has taught me both virtually and as a guest on The Sales Podcast—you will underperform and probably fail when push comes to shove.

That's why it's so important to engage in real-world training with world-class instructors.

The guy with me in the photo above is literally the best Brazilian Jiu-Jitsu competitor in the world for his class—Black Belt, Male, Master 5—and his name is Ricardo Guimarães. (The other crazy guy is a new black belt promoted by Ricardo recently. His name is Bryan Biggs, a successful real estate broker in the Temecula Valley.)

Since Friday January 27, 2017 I've been training three to six times per week for 1.5 to 2 hours at a time.

And when I say "training" I mean I go in and learn, fail, teach, fail, learn, fail, and finally grow...sore...and grow a little in my Brazilian Jiu-Jitsu skills.

We practice how to

  • plan,
  • prepare,
  • start,
  • restart if you don't like the start,
  • take control,
  • get out of bad positions, and
  • win.

We do that by losing many times per day...in a safe environment.

Take Your Lumps In TEAM Training

For many years I exercised alone...and I didn't get near the results I now get by training with a team, under the supervision of a world-class instructor, with plenty of opportunities to try what I am taught, test it, ask questions, refine it, and own it for my own growth.

Ricardo Guimarães wins because his mind is right.

Same for Michael Phelps.

And "Mr. Wonderful" on "Shark Tank."

And LeBron James.

They focus on their goals and prepare their minds before they step into the arena. This mental aspect is what cripples so many competitors.

If You're a Salesperson You Are a Competitor.

The question is, how good has your training been...and how does it stack up to your competition?

Are you 100% confident that you are 100% ready to knock the socks off the next prospect you meet on the street, at a conference, or on the phone?

Could you get Mr. Wonderful's attention if you cold called him right now and he answered?

If your #1 prospect walked up to your table during lunch at your next conference, would you know what to say to win her over?

You're Betting Your Family's Well-Being On How You Prepare

smiling-happy-salesperson-wes-schaeffer

Only proper preparation using proper words in an instructive, safe, educational environment will give you the confidence you need to know that you can and will perform when the money is on the line.

And, trust me, your money is on the line each and every time you pick up the phone, send an email, stand in line at Starbuck's, or attend a conference or networking event.

So what is the first thing you say when you meet someone on the street or your prospect picks up the phone?

Is it...

Hi, how are you?"

Hey, how's the weather?"

I'll be in your part of town next week. How's Tuesday or Wednesday for me to pop by?"

Did you get a chance to catch the game?"

Are you ready for the spring/summer/fall/winter/pumpkin spice season to begin/end/continue?"

How was your weekend? Why do they go so fast?"

Got any big plans this weekend? What do you like to do when you're not at work?"

DO. NOT. OPEN. LIKE. THAT. EVER. Okay?

When you sound like every other desperate, cheesy salesperson you'll be treated like every other desperate, cheesy salesperson.

Go ahead and send me some information."

Let me put you in touch with Seemore down in the basement. He handles those types of gizmos."
That's not a priority for us right now."
We're happy with our current vendor. Take me off your calling list."

See these related articles:

You need a script.

You need a call script that you have practiced, drilled, rehearsed, and perfected.

You need a script you can say in your sleep.

You need a script for decision-makers, receptionists, executive assistants, the C-suite, middle management, and the frontline users of your offering.

You need a voicemail script.

You need an email script.

You need 4-7 voicemail script.

You need 4-7 email scripts that support your voicemail scripts.

You need scripts for connecting via social media that support your voicemail and email scripts.

You need direct mail scripts that support your social media, voicemail, and email scripts.

You need a script.

Because whatever you can measure, you can improve.

Edward Deming knew this. So did Dale Carnegie and Charles Schwab.

I've read and studied these men and put into practice what they've recommended.

You can do the same or trade a few dollars in return for shaving 10-22 years off your learning—and earning—curve.

What you'll learn in the 30-Day Sales Growth Program includes developing a Profitable Prospecting Perspective, which includes perfecting your openings.

JOIN THE CLUB TODAY >

Not only do we get into the actual words you should use for your industry and niche, we also discuss how you should dress, stand, approach your prospects, and even your tonality. (Singers may want to end on a high note, but it's killing your sales.)

You also learn how to quickly determine the buying style of your prospect based on how they answer their phone, how they dress, how their offices look, how they conduct themselves in group meetings vs. one-on-one, so you can then adjust your selling style to match.

Your competitors are either not going into this level of detail to prepare to sell against you...or they are.

Either way you need to do this to stay ahead or to keep from falling behind.

Are you willing to commit the time, money, and energy to master these skills?

I'm so confident you'll benefit from this training I offer a one-year money-back guarantee.

To learn more about the program and what I mean when I say...

"To make any sale, you must make every sale,"

...follow this link to see if 30-Day Sales Growth Program is for you.

Understand that you need to sell you and your ideas in order to advance your career, gain more respect, and increase your success, influence and income.” - Jay Abraham

Now go sell something.

Topics: Negotiation Skills, Telemarketing, Selling Over the Phone, Professional Selling, BETR Prospecting

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Is Selling Harder Than It Should Be?

May I share a little sales wisdom with you?

You're dealing with a human on the other end of your phone, chat window, or social media post. They are frustrated, upset, concerned, and angry. They come to you seeking help. How easy are you to be found and how prepared are you to meet them where they are? Let's talk. ~Wes

Wes Schaeffer, The Sales Whisperer® helps you grow your sales.

 
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