A stunning sales introduction for cold calls quickly tells prospects who you are and what you can do for them. It grabs their attention with potential benefits and gives a great reason why they should listen to you to build their interest.
Here I offer you a sales technique to introduce your company in a way that has proven very successful for the many corporate sales teams I have managed and trained.
A stunning sales introduction for cold calls should include the following steps:
The examples below will show you how to introduce your company to prospects using features and benefits to quickly explain what you and your company do and how that may give a real benefit.
When you use this cold calling technique you grab attention and start to build interest, making it easier to persuade the prospect to continue with the call. This prevents smokescreen objections that occur when prospect's haven't been engaged and try to back out of the cold call.
There are positives features about your company that could deliver the benefits your prospects want. But how do you deliver that message to create a stunning sales introduction for cold calls?
The example below will show you. It comes from my complete sales training course Selling Success
Consider these 3 ways a confidential waste paper shredding company could be introduced when cold calling. The salesperson has given their name and now introduce their business:
I'm calling from...
Example 1: Security Shredders Ltd
This example just gives the name of the company.
How interesting is this to the prospect?
Does it grab their attention?
No, it gives your prospect very little information and it won’t be very memorable. It tells them very little about the company other than they are called ‘Security Shredders.. There are no features or benefits for the prospect to start forming a frame of reference about what the company does or what might be in this conversation for them.
If your company has a name that doesn’t include a reference to what you do then it tells prospects even less. This is a wasted line, and every line must add something positive to the introduction to make it a stunning sales introduction for cold calls.
So unless you work for a well-known company or brand that prospects instantly recognize, don’t use just this line in your sales introduction.
Example 2: Security Shredders Ltd, we supply on site secure paper shredding services.
In this example there is the company name, plus a feature of the company’s services.
It tells the buyer about something the company does, a feature of the business, but nothing about what that feature could do for the prospect. there is no benefit.
You may start to get their attention if they can relate the feature to how it could be of benefit to them. But as it is, this sales introduction only gives the prospect a feature of the service. it does not state what that feature will give them.
using this line leaves it to the prospect to work out if there will be anything of interest in the call. It doesn’t give the listener a potential benefit, a reason to listen.
Example 3: Security Shredders Ltd, we supply secure paper shredding services that give you certified proof that no confidential information can ever be seen by anyone outside of your offices.
Example No3 gives the company name, followed by a feature of the service, and then the potential benefit to the prospect of that feature.
If secure paper shredding, with proven confidentiality, is of interest to the buyer the introduction has given them a reason to give their attention.
This is only the second line when creating a stunning sales introduction for cold calls and already a possible benefit the buyer could gain has been used to encourage them to carry on listening to the rest of your call.
To create your cold call sales introduction select a feature and a related benefit that you think will connect with your prospects, just like in example No3 above and create a line to present it.
Follow these 3 steps to add a feature and benefit and create your sales introduction.
When you've written a feature benefit line go back and look at example No3 to check if the format of the line you have created works the same.
You can use the same format for any part of an introduction, on the phone or when door knocking and cold visiting face in person, to show potential benefits the prospects could gain. You will also be giving them a great reason to listen to you.
This technique is explained in more detail along with many other valuable sales techniques in the Free Sales Training eBooks below...
A quick mini-course on creating a stunning sales introduction for cold calls to make sale appointments.
Build the opening stage of your appointment calls by following the step by step proven process in this free sales training eBook course.
Get in front of more potential customers, gain more sales, earn more commission or grow your business.
A task at each step shows you how to choose the words and customise the script for your sales appointments calls. The script you create can be a full, word for word script of what you will say.
Or brief reminders of your aim and content at each step. It takes just minutes to create a successful introduction stage for your sales appointment cold calls,
Open the eBook and start using the training today: Open Free Sales Appointment Training
This free eBook will show you the steps of the Introduction Stage for sales meetings and telesales cold calls.
Knowing the steps of this first sales stage, the Introduction, will give you great confidence during those first few lines as you talk to prospects. .
Learn the five key steps that open the conversation and guide prospects to the next sales stage, the Questioning Stage.
Keep the conversation on track, know where you are heading at all times and the objective of the current step.
Build your words and lines around the sales steps of the introduction.
This free sales training eBook on creating a stunning sales introduction will introduce the concept of selling using a sales process of stages and steps. Once you have developed your Introduction Stage you can move on to the other sales stages.
Open the free eBook Stunning Introduction Stage