Sales Strategy
Is This a Good Time to Speak?

How do you feel about this opening?
People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this opening believing that it gives the prospect control of the call and an easy way to get rid of them. So which way is right?
The answer is the latter—but with some qualifiers.
First, the intent of the technique is right in that it gives someone the chance to tell you that they may be in the middle of something and that right now isn’t a good time. The problem is, you don’t want to lead with this as many prospects will simply use this to get rid of you. There is a better way.
What we want to do instead is to establish a little bit of rapport, give a softening statement, a quick value statement, and then give our prospect an opportunity to tell us if they are too busy to take the call right now. Let’s first look at an example, and then we’ll break it down and show you why it’s effective.
When you get a prospect on the line, a best practice opening would be something like:
“Hi {first name}, hope your day is going well so far?
“{first name}, I’m sure you’re busy so I’ll be brief. I’m with XYZ company and the reason for the call is to see if what we do (you can spell out your value prop here) would be a good fit for you, as well. Let me quickly ask you…(as a qualifying question here).”
OR
“{first name}, we haven’t yet spoken so I’ll be brief. I’m with XYZ company and the reason for the call is to see if what we do (you can spell out your value prop here) would be a good fit for you, as well. Let me quickly ask you…(as a qualifying question here).”
Related: How I Doubled My Income in 90 Days Using This Technique
Breaking this down, first you’ll see that we’re letting the prospect know that we recognize their time is valuable, that we may not know them yet, and that they might be busy. All this shows respect for their time.
What we’re doing next is asking a question quickly (this is crucial). In other words, we are not delivering a monologue. We are giving our prospect a chance to engage with us, and it is during this break—after we’ve identified ourselves and given a quick value statement—that the prospect has a chance to tell us whether this is a good time or not. I have always found this the most effective way of doing this.
At this point, we are also in a better position to deal with any blow off or resistance statements, because we’ve been able to deliver our value statement and allowed our prospect to interact with us early on.
If you have been “leading with the chin,” as they say in boxing, by asking “Is this a good time,” then try using the above scripting instead and I’ll bet you’ll get further than you are now. Plus, you’ll still be using a more courteous approach rather than just delivering a two-paragraph pitch (which is always annoying).
One last note: feel free to adapt the scripts above to match your own personality. Make it your own, and you’re likely to use it a lot more.

-
Forward-Looking Investing1 day ago
Moat Investing: Powered by Morningstar
-
Market Strategist1 day ago
We Are Not Convinced the Market Storm Has Completely Passed
-
Development1 day ago
Advisors: How To Answer “What Do You Do?”
-
Markets2 days ago
Higher Mortgage Rates, Student Loans and Nike
-
Equities2 days ago
7 Stocks That Pay the Largest Dividends of All That Trade on Nasdaq – Or Do They?
-
Advisor2 days ago
The Wizards of Wall Street vs. The Selbees from Michigan
-
Markets3 days ago
The Chameleons Are on the Run
-
Compliance3 days ago
Regulators Focusing on How Firms Identify, Monitor and Test Custody Scenarios With Client Assets