Whether to a cold prospect or a long-time customer, your telesales call is always an interruption and seldom occurs at a convenient time for the customer. What you say in the first moments of that call determines whether the customer becomes engaged or cuts you off to end the call. So your opening is EVERYTHING in a telesales call.
Many of the most successful salespeople have sent us openings they have used in their telesales calls. Here are eight of the best.
What a pleasure it is to hear and review good telephone opening statements from successful sales pros! Here are some that fellow readers sent in.
Keep On Trucking
Con-Way Central Express is a regional trucking company specializing in on-time service and customer satisfaction. Hope Luongo runs the Account Management Center, an inside sales department that is responsible for account management and development. Hope e-mailed me some opening statements her reps developed. I left the actual names of the reps in these openings. My compliments to the crew at CCX!
“Hello, this is Denny Davis from CCX. The last time I spoke with you, dock congestion was becoming a concern of yours. We’ve been able to increase some of our customers’ operating space by reducing the delay time on later pick-ups. Is that something that could benefit you?”
“Good afternoon, this is Dan Chambless with Con-Way Central Express. The reason I’m calling today is that we have some unique programs running right now for Canadian shipments. They may be able to save you some money, while still offering you 100% direct service and the best transit times in the industry. I’d like to take just a few minutes to review your current international shipping situation and how that situation may change in the coming year.”
“Hello, this is Jeff Paluska from Con-Way Central Express. I wanted to get in touch with you today and share some ideas we have here at CCX to help your company expand your East Coast market by providing more competitive transit times. If I’ve caught you at a good time, I’d like to discuss this with you.”
“Good afternoon, this is Chris Alexis with Con-Way Central Express. The reason I’m calling today is that, based on what we discussed the last time, I wanted to let you know I’ve devised a way of making your job easier. If you have some time, I would like to discuss it with you.”
“Hello, it’s Cary Borden at CCX. The first thing I’d like to do is tell you about the new 52% discount for Puerto Rico moves; this will save you money on the regular shipments that you have going to the island.”
“Hello, this is Mike Barlow with Con-Way Central Express. I’m calling today to discuss with you how Con-Way can reduce your inventory costs by providing next-day service. If you have a moment, I would like to discuss this with you.”
A Targeted Prospecting Opener
Nick Cintron is an inside rep with Westvaco Envelope. He submitted an opening, along with some background on how he customized it:
“This opening is targeted to a buying group of office-supply dealers (referred to as “I.S.”) who have joined together. Because of the large overall volume of the group’s orders, these dealers can buy direct through Westvaco. They receive very competitive pricing. Some dealers who have signed up for the program have never accessed the envelopes program because they don’t stock envelopes and would not be able to fulfill the minimum order amount. Others are stocking envelopes and just haven’t looked at the program I can offer. There are also those dealers who are buying from the competition.”
“This is Nick Cintron, with Westvaco Envelope. I’m calling in reference to your I.S. membership. If I’ve caught you at a good time, I’d like to discuss some ways I may be able to save you money on your envelope purchases. I’d like to ask a few questions to determine if this is something worth taking a closer look at.”
A Telesales Opener With Some Bite
Here’s a good one from Mike Anderson.
“Hello, this is Mike Anderson from Communication Connections. The reason I’m calling is that we specialize in helping dental practices cut down on lost revenues due to patients failing to keep their appointments. We also help the staff get more work done by totally eliminating the long hours typically spent on notifying patients of their appointments. Dr. _____, if I could take a few moments of your time, I’d like to ask a few questions to see if you might benefit from our service.”
Your telesales opening statement serves to put the listener in a positive, receptive frame of mind. Follow these examples, and your calls will be more successful.