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Episode 008 What to say in your Opening Statement
Hello, I’m Will Harris. Welcome to the Power Sales Guru podcast.
I love the story of the high school basketball coach who was
There was a long silence. Finally one player was bold enough to
I love that story. In this podcast we are going to discuss the
Allow me to paint a picture for you. You made a call to
When you are transferred to the Decision
He answers the call and says: “Hello. This is
The clock begins….
You have ten seconds to generate interest before you
What do you do when the pressure is on?
What do you say to gain progress?
The desires of our heart often require unquenchable
I’m a big fan of the great psychologist William James.
At that point we have tapped a new level of energy…There
Dr. Seuss’s first children’s book was rejected by 23
After having been rejected by both Hewlett-Packard and
And Formula 409…got its name because 4 hundred and 8
So how do you know when enough is enough?
When we achieve what we set out to do, that is when it
Are you willing to do enough?
To cold call, or to prospect within an account you need 4 parts
The four major parts to a powerful opening statement
The opening statement creates a bridge from “I don’t
Different is the new great. The goal is to stand out
Now let’s take a look at the first thing to say in your opening
Some sales people whisper the name of their company as if they
“Hello. My name is Will Harris. I’m with Willpower
The Greeting quickly says: Hi, Me, & Us. A great opening
I have been asked whether to use first name only in your
If you have some super cool name like Alexander Fraiser III.
You can phrase the greeting whichever way fits your style. Just
That was the first part to say in your opening statement.
The second thing to say in your opening statement is your
A salesperson traveled out of state for a big meeting with a
When the waiter came to his table, the salesperson blurted
“Well, thank you, “responded the waiter, “your compliment is
Have you ever received a phone call and it took a minute to
Like the waiter, they totally miss out on your point. But when
The attention statement allows time for your prospect to process
But, the main goal is to grab the prospect’s attention. Before
The key to a great attention statement is that you must mention
So, I have a Free Power Tools for you called Grabbing Attention.
The various types of attention statements:
These four areas make you stand out when you say your Opening
The next part of the opening statement is the most important
Different is the new great because people do not just go through
Different does not mean crazy. Different arises when people look
The interest statement is the most important part of the opening
You know ….Several bankers were debating the question: who was
Finally, one banker turned to a man in the lobby listening, but
“Well,” the man replied with a big smile. “Whoever created
The man’s reply has double meaning. Interest attributed to a
Many business-to-business sales people launch into talking about
I had a coaching call with a client who sells barcode scanning
She had a hard time grasping this concept. She did not want to
Smith Corolla was the largest manufacturer of typewriters in the
Now, many years later, we are hard pressed to find a Smith
She did not sell barcode scanners. She was in the business of
Creatively paring a customer’s need to your product is the
There is a difference in saying I specialize in helping my
What is the root business cause that you champion….because that
Now we will look at the last part of what to say during your
At this point in your opening statement it is time for you to
Consider it the launch pad for closing your sale. This is a huge
The four parts we discussed today around the Opening Statement
But in order to have a next step…you have to take the first step
Charles Goodyear was obsessed with the idea of making rubber
But he’s not the only one with a great story of
In his first three years in the automobile industry, Henry Ford
Inventor Chester Carlson cold called for years before he could
Don’t give up before you win. Develop an opening statement that
I hope I kept your attention during this episode. I do this
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Episode 008 What to say in your Opening Statement
Hello, I’m Will Harris. Welcome to the Power Sales Guru podcast.
I love the story of the high school basketball coach who was
There was a long silence. Finally one player was bold enough to
I love that story. In this podcast we are going to discuss the
Allow me to paint a picture for you. You made a call to
When you are transferred to the Decision
He answers the call and says: “Hello. This is
The clock begins….
You have ten seconds to generate interest before you
What do you do when the pressure is on?
What do you say to gain progress?
The desires of our heart often require unquenchable
I’m a big fan of the great psychologist William James.
At that point we have tapped a new level of energy…There
Dr. Seuss’s first children’s book was rejected by 23
After having been rejected by both Hewlett-Packard and
And Formula 409…got its name because 4 hundred and 8
So how do you know when enough is enough?
When we achieve what we set out to do, that is when it
Are you willing to do enough?
To cold call, or to prospect within an account you need 4 parts
The four major parts to a powerful opening statement
The opening statement creates a bridge from “I don’t
Different is the new great. The goal is to stand out
Now let’s take a look at the first thing to say in your opening
Some sales people whisper the name of their company as if they
“Hello. My name is Will Harris. I’m with Willpower
The Greeting quickly says: Hi, Me, & Us. A great opening
I have been asked whether to use first name only in your
If you have some super cool name like Alexander Fraiser III.
You can phrase the greeting whichever way fits your style. Just
That was the first part to say in your opening statement.
The second thing to say in your opening statement is your
A salesperson traveled out of state for a big meeting with a
When the waiter came to his table, the salesperson blurted
“Well, thank you, “responded the waiter, “your compliment is
Have you ever received a phone call and it took a minute to
Like the waiter, they totally miss out on your point. But when
The attention statement allows time for your prospect to process
But, the main goal is to grab the prospect’s attention. Before
The key to a great attention statement is that you must mention
So, I have a Free Power Tools for you called Grabbing Attention.
The various types of attention statements:
These four areas make you stand out when you say your Opening
The next part of the opening statement is the most important
Different is the new great because people do not just go through
Different does not mean crazy. Different arises when people look
The interest statement is the most important part of the opening
You know ….Several bankers were debating the question: who was
Finally, one banker turned to a man in the lobby listening, but
“Well,” the man replied with a big smile. “Whoever created
The man’s reply has double meaning. Interest attributed to a
Many business-to-business sales people launch into talking about
I had a coaching call with a client who sells barcode scanning
She had a hard time grasping this concept. She did not want to
Smith Corolla was the largest manufacturer of typewriters in the
Now, many years later, we are hard pressed to find a Smith
She did not sell barcode scanners. She was in the business of
Creatively paring a customer’s need to your product is the
There is a difference in saying I specialize in helping my
What is the root business cause that you champion….because that
Now we will look at the last part of what to say during your
At this point in your opening statement it is time for you to
Consider it the launch pad for closing your sale. This is a huge
The four parts we discussed today around the Opening Statement
But in order to have a next step…you have to take the first step
Charles Goodyear was obsessed with the idea of making rubber
But he’s not the only one with a great story of
In his first three years in the automobile industry, Henry Ford
Inventor Chester Carlson cold called for years before he could
Don’t give up before you win. Develop an opening statement that
I hope I kept your attention during this episode. I do this