The document provides guidance and templates for opening statements in sales calls. It suggests including the salesperson's name, company, a brief description of the product or service and how it benefits the customer by meeting logical and emotional needs. It also recommends asking an open-ended question to gauge the customer's interest and availability to discuss further. Sample opening statements are provided following this framework.
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Mr Betley Heru Susanto as Author presented this material on iCreate SME Business forum. He focused on the strategy for SME business to move forward to the next level.
Author: Betley Heru Susanto
Contact at betley@gmail.com for speaking engagement on this topic
Designer: Bernaz Sondi Ermanda
Contact at bernazse@gmail to give you design solutions
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Entrepreneurship Series: 8 Tips in Boosting Your Small Business Profits. A successful entrepreneurial business has many parts but it always begins with the understanding of why you do such work. Aside from that, as an entrepreneur you should also understand the people you serve, their struggles, and the difference that your business will bring to their lives.
Mr Betley Heru Susanto as Author presented this material on iCreate SME Business forum. He focused on the strategy for SME business to move forward to the next level.
Author: Betley Heru Susanto
Contact at betley@gmail.com for speaking engagement on this topic
Designer: Bernaz Sondi Ermanda
Contact at bernazse@gmail to give you design solutions
Most entrepreneurs and small business owners started out their careers working for someone else. You might have had a career for 5 years or 50 years before you decided to start your own business. Or you may even be working for someone else even as you struggle to develop your own business in your spare time.There is an employee mindset
and an entrepreneur mindset and
they are markedly different.
Buying Design Better : Sandra Dartnell
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This presentation was developed to educate micro businesses with small budgets. It was presented at Creative Bedfordshire March 2014.
A business is an organization or enterprising entity engaged in commercial, industrial or professional activities. A company transacts business activities through the production of a good, offering of a service or retailing of already manufactured products. A business can be a for-profit entity or a nonprofit organization that operates to fulfill a charitable mission.
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Bob London Master Class, Part II - Aligning Voice of Customer & Voice of Your...Chief Listening Officers
In Part I of this Master Class, we talked about uncovering your customers elevator rant which is basically the topics that are most important to them that they share on the proverbial elevator when there are no vendors around. And how important it is to understand those rants and the language they use - because that’s the language we’re going to use back to them when we message them.
And that’s what this presentation is about: Synthesizing the voice of your customers into a compelling, customer-first messaging strategy.
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Larsen Globalization is a staffing company dedicated to the localization industry since 2000. Founded in London UK and expanded through the Americas Region in 2006.
Currently we have active offices in Europe and US with experience placing hundreds of language professionals all over the world. We work for clients in Asia, South America, North America and throughout the European Union.
Our clients are both buyer-side companies across various industries
and LSPs.
We mainly focus on retained executive search or contingent full-time permanent placement. Occasionally we do contract staffing as well.
This presentation was part of the American Translators Association (ATA) conference in Scottsdale, AZ and outlines strategies to help Language Service Providers (LSP) that are looking to grow.
Most entrepreneurs and small business owners started out their careers working for someone else. You might have had a career for 5 years or 50 years before you decided to start your own business. Or you may even be working for someone else even as you struggle to develop your own business in your spare time.There is an employee mindset
and an entrepreneur mindset and
they are markedly different.
Buying Design Better : Sandra Dartnell
Subtitle - Making sure that the design you buy results in a quality product that does the job
This presentation was developed to educate micro businesses with small budgets. It was presented at Creative Bedfordshire March 2014.
A business is an organization or enterprising entity engaged in commercial, industrial or professional activities. A company transacts business activities through the production of a good, offering of a service or retailing of already manufactured products. A business can be a for-profit entity or a nonprofit organization that operates to fulfill a charitable mission.
Save with New Skills - It's a Money ThingTim McAlpine
It’s a Money Thing is a collection of effective and affordable financial education content designed to engage and teach young adults while setting your credit union apart. These presentations and other elements are all customizable with your credit union's logo. Check out Currency Marketing at currencymarketing.ca/money-thing for more information.
Bob London Master Class, Part II - Aligning Voice of Customer & Voice of Your...Chief Listening Officers
In Part I of this Master Class, we talked about uncovering your customers elevator rant which is basically the topics that are most important to them that they share on the proverbial elevator when there are no vendors around. And how important it is to understand those rants and the language they use - because that’s the language we’re going to use back to them when we message them.
And that’s what this presentation is about: Synthesizing the voice of your customers into a compelling, customer-first messaging strategy.
97 Ways To Market Your Accountancy BusinessBoogles
97 Ways To Market Your Accountancy Business is written for accountants & bookkeepers who are looking for ways in which they can market and promote their businesses. Nothing happens in a business until 'someone sells something' and this book will help you to think about how you can market your products and services so that customers beat a path to your front door. This is a follow-up to the first book 'How To Start Your Own Bookkeeping Business'. Award-winning entrepreneur and author, Lisa Newton started her own bookkeeping business in 2004 with just £150. Every penny was spent on marketing. The book outlines 97 ways to market your accountancy business in A-Z order, each way is given a rating from easy to difficult, and has an effectiveness score from 1 to 5, and a cost of low to high. Each method is also listed by rating, score and cost so you have a quick reference guide too.
Larsen Globalization is a staffing company dedicated to the localization industry since 2000. Founded in London UK and expanded through the Americas Region in 2006.
Currently we have active offices in Europe and US with experience placing hundreds of language professionals all over the world. We work for clients in Asia, South America, North America and throughout the European Union.
Our clients are both buyer-side companies across various industries
and LSPs.
We mainly focus on retained executive search or contingent full-time permanent placement. Occasionally we do contract staffing as well.
This presentation was part of the American Translators Association (ATA) conference in Scottsdale, AZ and outlines strategies to help Language Service Providers (LSP) that are looking to grow.
All the things an entrepreneur or start-up needs to know. Is it about the idea? Is it about a great product? How to build a team? Do I need a business plan? How do I raise money? What is a great business strategy?
Government education and business directoriesgebdcomau
Government Education and Business Directories can help in your business to grow and expand in all ways possible. For more information you can contact us on http://www.gebd.com.au/
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This is the Participant Guide for Creating Aspirations. Please review the entire series on the OpenView Labs site (http://labs.openviewpartners.com/series/company-aspirations/)
This presentation is meant to provide an insight on the importance of a business concept exercise before writing a business plan. It enables the promoter of the business , structure the business idea in such a way he or she can define the business model an
What motivates you to run a business and what are the first steps to managing your small business business better.
Download a copy of the spreadsheet to create your annual budget here--->
https://images.clickfunnels.com/uploads/digital_asset/file/177593/Annual_Budget_Blank.xlsx
Business Plan-Power point Presentation
The best and the easiest business model which can be duplicated by anyone.If replicated with hard work,persistency and consistency,one can fetch really great rewards.Wake up and make your dreams come true.Come,Join Us.
8. follow-up voice mail gatekeeper voice mail live at an event live telephone different scenarios
9. Let’s review logical & emotional benefits potential scenarios create immediate interest WHAT DO WE HAVE SO FAR?
10. KEEP IN MIND don’t close maximize every word and syllable create & gauge interest be specific no industry jargon or unnecessary words general points to remember
11. KEEP IN MIND minimize, reduce, decrease, eliminate maximize, increase, grow profit from specific, specifically save, conserve words to consider using
12. KEEP IN MIND prevent accumulate, acquire fully immediate, now words to consider using
13. KEEP IN MIND I’d like to learn a little more about your business… How are you today? We’re the leading provider of… We work with several of your competitors and… phrases to avoid
14. KEEP IN MIND I’d like to see if there are some ways we can… We’ve been in business since… Is now a good time to talk? Did I catch you at a bad time? phrases to avoid
15. KEEP IN MIND where you’re from who you are what you sell how your prospect will benefit a question to gauge interest checklist of points to include
17. Hi, [ first name ]… We provide [ product, service ] in order to help people [ take advantage of, minimize, maximize, prevent, etc. ] [ something of importance ]. I’m calling to see if this might be helpful to [ you, your clients ].
18. Hi, [ first name ]… This is [ sales name ] with [ company name ]. We provide [ product, service ] in order to help companies minimize their [ whatever ] expenses and maximize monthly sales revenue. I’m calling to see if this might be valuable to you and your team.
19. Hi, [ first name ]… [ sales name ] with [ company name ]. We help companies fully profit from their existing resources through our [ product, service ] that [ does, has, have whatever differentiating point or feature ]. I’m calling to see if you’d be interested in discussing how it might help your [ whatever ] [ efforts, intiatives ].
20. Hi, [ first name ]… [ sales name ], [ company name ]. We deliver [ product, service ] which might be able to save you more than [ specific percentage ] on your [ whatever ] expenses. Would you be interested in discussing how it might fit into your environment?
Editor's Notes
OPTIONAL TRANSITION STATEMENTS Thank you for joining me today. We’re going to review and improve the positioning statements we use when talking with prospects, customers, and clients Today we’re going to create compelling positioning statements to use when we’re cold calling. INTRODUCTION In person or over the phone, windows of attention are typically slammed shut in less than 10 seconds. [ OPTIONAL : use a known figure specific to sales environment] And because the entire sales process depends so much on first gaining the attention of the prospect, the positioning statement’s importance is tremendous. In fact, to treat it lightly is to potentially short circuit [your, our] entire sales process before it begins.
OPTIONAL TRANSITION STATEMENTS Thank you for joining me today. We’re going to review and improve the positioning statements we use when talking with prospects, customers, and clients Today we’re also going to create compelling positioning statements to use when we’re cold calling. INTRODUCTION In person or over the phone, windows of attention are typically slammed shut in less than 10 seconds. And because the entire sales process depends so much on first gaining the attention of the prospect, the opening statement’s importance is tremendous. In fact, to treat it lightly is to potentially short circuit our entire sales process before it begins.
SECTION 1: PREPARATION When creating an opening statement, it’s important to remember the objective – to create immediate interest and engage the prospect. Establishing rapport, discovering needs or any other issue is secondary at this point. Again, we have less than 10 seconds of attention so we must focus on the primary objective.
SECTION 1: PREPARATION The first step is to answer the question “What do I sell?” in the fewest words possible - not in a complex way, but understandable to almost anyone. Forcing someone to think in order to understand what it is we sell will minimize the effectiveness of the opening statement. It should be something that can be communicated effectively in almost any group of people, not just our target audience. Keeping this in mind will help us assure simplicity in our positioning statements. [ OPTIONAL : PROVIDE A SLIDE FOLLOWING THIS SLIDE THAT ANSWERS THE “WHAT DO WE SELL?” QUESTION OR ASK FOR IDEAS FROM THE PROGRAM PARTICIPANTS AND COMPILE THEM ON A WHITE BOARD (Who can provide us with a starting point?) OR ASK THE PARTICIPANTS TO INVEST A FEW MOMENTS TO WRITE DOWN THEIR THOUGHTS INDIVIDUALLY IN ORDER TO ULTIMATELY SHARE THEM WITH THE GROUP (Let’s invest a few moments in individually writing down some ideas in the worksheets you have in front of you.) ]
SECTION 1: PREPARATION Next, we need to consider how our customers benefit when they buy our product and services, Here we want to review both types of benefits – the emotional benefits and the logical benefits.
SECTION 1: PREPARATION Emotional benefits are those positive things a customer might experience that affect them more on a personal level. These tend to drive a sense of urgency for taking buying action. Logical benefits are those that support, first - investing the time to even evaluate a product or service and second – logical benefits justify making a purchase… before and after the sale. FOR BUSINESS TO BUSINESS SALES For instance, a [ target audience title, person ] might save a significant amount of money each month by purchasing a particular product. Being the one who made the buying decision and got the ball rolling can help this person be promoted in the future. Or, by making the purchase, the person will remove one thing from their work queue – or get “the project off [ his, her ] plate”. These are emotional benefits. The logical benefit would be saving the significant amount of money each month. FOR BUSINESS TO CONSUMER SALES For instance, a person might buy a particular high-end item for its perceived quality and long-term durability promise – a car, a piece of clothing, high-end fishing equipment, etc. The durability promise is extremely important to many people and would be considered the logical benefit of purchasing the item. The prestige the person feels they might gain from owning the high-end item is the emotional benefit. Both types of benefits are vital to the sales process but both are not necessarily needed for inclusion in an positioning statement. Working through each, however, will help establish a stronger foundation as we lock down the final language. [ OPTIONAL : USE AN EXAMPLE CLOSER TO THE ACTUAL PRODUCT/ SERVICE THE GROUP SELLS OR ASK FOR IDEAS FROM THE PROGRAM PARTICIPANTS AND COMPILE THEM ON A WHITE BOARD (Can someone give us an example of an emotional benefit to buying [OUR PRODUCT?) OR ASK THE PARTICIPANTS TO INVEST A FEW MOMENTS TO WRITE DOWN THEIR THOUGHTS INDIVIDUALLY IN ORDER TO ULTIMATELY SHARE THEM WITH THE GROUP (Let’s invest a few moments in individually writing down some ideas on the worksheets you have in front of you.) ]
SECTION 1: PREPARATION Now that we have some of the basic facts necessary for our positioning statement, let’s consider where we might have need to use them. The key here is to be fully prepared for each business opportunity that presents itself – fully prepared. [ OPTIONAL : PROVIDE A SLIDE FOLLOWING THIS SLIDE THAT ANSWERS THE “IN WHAT SCENARIOS WILL I NEED AN OPENING STATEMENT?” QUESTION OR ASK FOR IDEAS FROM THE PROGRAM PARTICIPANTS AND COMPILE THEM ON A WHITE BOARD (Someone start us off with one idea?) OR ASK THE PARTICIPANTS TO INVEST A FEW MOMENTS TO WRITE DOWN THEIR THOUGHTS INDIVIDUALLY IN ORDER TO ULTIMATELY SHARE THEM WITH THE GROUP (Let’s invest a few moments in individually writing down some ideas in the worksheets you have in front of you and then put them up for everyone.) ]
SECTION 1: PREPARATION [OPTIONAL SLIDE] [ OPTIONAL : PROVIDE THIS SLIDE ANSWERING THE “IN WHAT SCENARIOS WILL I NEED AN OPENING STATEMENT?” QUESTION AND INSERT, REMOVE OR EDIT ITEMS INITIALLY LISTED IN THE TEXT BOXES. IF USED CONTINUE WITH…] Here are some situations where a prepared positioning statement would be helpful in [ your, our ] world. [ CONSIDER : LEAVING A FEW KNOWN ITEMS OFF THE LIST TO INVOLVE THE GROUP. IF THIS PATH IS TAKEN, CONTINUE WITH… ] Does anyone have any additional ideas?
SECTION 2: REVIEW Let’s quickly review what we’ve created to this point. We’ve established that fully prepared positioning statements carry the objective of gaining immediate interest for further discussion with a prospect. We’ve listed the logical and emotional benefits of buying our products and services . And we’ve determined the different scenarios where we’ll need an opening statement. Before we actually begin to prepare our opening statements, let’s go over several points that are important to remember.
SECTION 3: KEEP IN MIND: POINTS TO REMEMBER First, the general points. Because the window of attention is potentially so small, it’s important to literally maximize every word, syllable and pause. Every moment counts. Next, remember the positioning statement is not meant to close a prospect. Again, it’s about attention, engagement and gauging interest. [ You, We ] don’t want to waste a moment so be specific and don’t use industry jargon and unnecessary big words. Bottom line – be compelling, clear and specific.
SECTION 3: KEEP IN MIND: WORDS TO CONSIDER USING Some of the words that will likely mean the most to your prospects are listed here. All speak in terms of benefits to them. [ OPTIONAL : READ A FEW BUT NOT ALL OF THE EXAMPLES. ]
SECTION 3: KEEP IN MIND: WORDS TO CONSIDER USING A few more to consider using…
SECTION 3: KEEP IN MIND: PHRASES TO AVOID Now let’s review some phrases [ you, we ] want to be sure to avoid in [ your, our ] positioning statements. Some of them might be used elsewhere in the sales process but never should they be used in an positioning statement. The common trait these phrases share is that none of them create immediate interest or encourage the prospect to engage with [ you, us ]. Therefore, their use can waste the valuable moments of the prospect’s attention that we might have at the outset.
SECTION 3: KEEP IN MIND: PHRASES TO AVOID Here are a few more to avoid… [ OPTIONAL : ASK FOR IDEAS FROM THE PROGRAM PARTICIPANTS (Can anyone think of any others?). ]
SECTION 3: KEEP IN MIND: POINTS TO INCLUDE Finally, these are the five points we want to be sure to include in our positioning statements. Who you are and where you’re from. This is important but it doesn’t always have to be first. Unless it establishes some sort of credibility or grabs someone’s attention, it may be best to conclude the opening statement with it – especially when it’s used for a voice mail message. What you sell and one of the primary benefits of what you sell to the prospect is obviously needed. These should be specific. Anything vague is generally not compelling and it can also be perceived as untrustworthy. And, when appropriate, we want to be sure to include a question that will help us gauge the interest of our prospect. This appropriateness will be when you feel you’ve gained the attention of your prospect with your first sentence or two.
SECTION 4: CONCLUSION Team, the value of the opening statement to our sales efforts is tremendous. It starts everything we do. What we’ve worked through and discussed over the last hour are the fundamental elements and points necessary for preparing compelling and refined opening statements that should help us improve our results in getting more sales opportunities into the pipeline.
SECTION 4: CONCLUSION (OPTIONAL EXAMPLE SLIDES: CAN ALSO BE EDITED) Hi, [first name]… We provide [product, service] in order to help people [take advantage of, minimize, maximize, prevent, etc.] [something of importance]. I’m calling to see if this might be helpful to [you, your clients].
SECTION 4: CONCLUSION (OPTIONAL EXAMPLE SLIDES: CAN ALSO BE EDITED) Hi, [first name]… This is [sales name] with [company name]. We provide [product, service] in order to help companies minimize their [whatever] expenses and maximize monthly sales revenue. I’m calling to see if this might be valuable to you and your team.
SECTION 4: CONCLUSION (OPTIONAL EXAMPLE SLIDES: CAN ALSO BE EDITED) Hi, [first name]… [sales name] with [company name]. We help companies fully profit from their existing resources through our [product, service] that [does, has, have whatever differentiating point or feature]. I’m calling to see if you’d be interested in discussing how it might help your [whatever] [efforts, intiatives].
SECTION 4: CONCLUSION (OPTIONAL EXAMPLE SLIDES: CAN ALSO BE EDITED) Hi, [first name]… [sales name], [company name]. We deliver [product, service] which might be able to save you more than [specific percentage] on your [whatever] expenses. Would you be interested in discussing how it might fit into your environment?