Good morning!
If you’re new to sales and wondering what to say when a prospect answers the phone, don’t follow your instincts.
Most new reps think:
“This is where I impress them” or “This is where I sell something.”
Wrong.
This is where you get curious.
Here are two tips for new sales reps (although it applies to all of us):
- Don’t perform.
- Diagnose.
Remember this:
- No one cares what you do.
- They care what they do.
If you start a B2B sales call with:
“My name is Bill and I sell printing, signage, promotional products…”
You’ve already lost that critical first 8 seconds where you need to grab attention.
And in a first-time sales call, the first 8 seconds determine whether the conversation continues.
Instead, try this proven opener:
“Hi Allison, I’ve been doing a little research on your company and I might be off base, but can I run something by you?”
That’s it.
That’s how to start a sales conversation without sounding salesy.
- Lower the pressure.
- Invite the conversation.
- Calm your tone.
You are not there to close.
You are there to uncover a business need.
And uncovering a business need on a sales call is the muscle you’re building.
Overcoming call reluctance is step one.
Learning how to handle a cold call when they pick up?
That’s where real confidence begins.
If this approach makes sense to you, start building a repeatable first-call structure.
Improvisation creates anxiety.
Structure creates confidence.
And if you need help building that structure, you know where to find me, right here in The Sales Vault.
