Author: David Matney

The other day while driving to take care of a client about 90 minutes away I turned on a Ryan Stewman podcast. He was talking about leveling up and not letting the force of averages overtake you. He spoke about a sales seminar he attended several years ago. He said each morning at 7 AM, he along with several of our up-and-coming stars would speak to the team and share some inspiration and sales tips. On the last day, Les Brown was the speaker and spoke about his journey and about making a commitment and the importance of doing whatever it takes to become successful.

It made me think about something I spoke about a while back. We all have a choice. We can choose to be on the WIT (whatever it takes) program or we can choose to be on the

NITWIT (not into whatever it takes) program.
If you’re not willing to do whatever it takes to become successful with integrity, you will live a life of mediocrity!If you truly want to be successful, you have to be willing to do whatever it takes. Success takes a 100% commitment.

Many people talk about being in the top 10%. If that is your goal, you have to be willing to do what 90% of people are not willing to do.
If you want to go to an even higher level and be part of the 1% club, you have to do what 99% of people do not want to do.

When we talk about whatever it takes, we certainly want to make sure that we are doing everything with integrity. It’s all about doing whatever it takes for you to grow and to become better.

This means, you have to start your day early.

You have to put in the time that’s necessary for you to achieve your goals.

It’s about making a commitment to continuously learn.

It’s about making sure that you are consistent, persistent and no matter what comes your way, you’re never going to give up.

It’s about surrounding yourself with winners and finding a mentor that’s going to help you get to where you want to be.

If you’re going to be on the W.I.T. program, it’s going to require a lot of discipline. This is a commitment to be at the top of your game in all phases of your life. You have to be able to do what the majority of other people are not willing to do.

This may mean removing all negative influences from your life, TV, social media and anything that is distracting you from achieving your dreams. It may mean putting in 12 hour days or 14 hour days over a period of time.

This is all about making improvements in your life. The only way to do that is to do what most others won’t do.

You have to get rid of all the negative out of your life. You must understand that you will have obstacles and you will have days when you feel like giving up. This is where you start grinding and you make that commitment that no matter what gets in your way, nothing is going to stop you. You must understand that whatever obstacles come your way, they are only testing you to see how badly you want your dream.

Do not procrastinate. Make the decision to take action right now. Once you make that commitment to do whatever it takes to achieve your dreams, you will become unstoppable.

Nothing will get in your way because you have made that commitment.

I had an sales professional tell me yesterday he was going to close 15 deals this month. It can be done if they do Whatever It Takes to get them.

This week, visualize yourself having your goals achieved. You can do this! You are not designed to be on the NITWIT program.

You’re way better than that. Make the decision that you are going to do whatever it takes to become successful.

Repeat this phrase each day. “I am on The W.I.T. program!!

Happy Selling,

David

You have a dream and you know what it takes to accomplish that goal.

No one said it was going to be easy. I guarantee that there will be many obstacles along the way. Along with those obstacles, there will be many people who will try to bring you down.

Some of them mean well but unfortunately, they will not support your vision.

The amazing thing is the ones that doubt you the most are the ones that are closest to you. They can be your best friends, your parents, even your spouse. Usually their advice is just simply not do whatever it is you’re planning. They will set up all the excuses for you. They will tell you the timing is bad, the location is wrong, the economy is bad and nobody will buy what you’re selling.

The first step is to understand that achieving great success will be difficult but most important it will be worth it. The most important thing is you must believe in yourself and your abilities. If you have any self doubt, the naysayers will jump right in on that. No matter how difficult it is, you have to learn to tune them out or keep them out. Most of them think they have your best interest in mind but the reality is their negativity will only do you harm.

When the naysayers start speaking negatively, the first thing you must ask yourself “Are these people in life were you want to be?” 99% of the time the answer is no. I guarantee you they have not done anything even close to what you want to accomplish.
When someone criticizes you or tries to rain on your parade, it’s never about you. It’s always about them. You’re out of their comfort zone and they don’t like it.If you listen to the naysayers, you will never achieve your dreams.

You have a dream and you must clearly define the dream. It’s important to understand why you are doing it. Your dream matters.

So going forward, understand it’s important to surround yourself with positive people. You will become who you surround yourself with. If you surround yourself with people who are going after their dreams, overcoming their fears and developing their skills, you will do the same.
Success involves taking risks. It cannot be avoided. Learn to embrace and enjoy taking risks. Be willing to fail. Get over the fear of failure. Go out and make it happen and fail quickly so you can correct your mistakes and make progress.
Make a commitment to take daily action towards achieving your goals. There is power in Success Habits.

Your dream is alive! Don’t let anybody steal your dream. Surround yourself with people that are going to encourage you and lift you up. Success is right around the corner waiting for you. Never allow anyone to talk you out of it.

Happy Selling,

David

What is a sales Super star you ask? Well, it’s someone who sells A LOT!

The top 0.1%, The elite, The best of the best. They are the sales professionals who dominate the leaderboard, the ones who never struggle to hit targets and the ones who take home the very BIG commission check at the end of the month.

If you work in sales you’ll know it’s not that easy at all, so what do they do differently? Want to know the secret to their sales success?

I’ve worked with and know some of the most amazing sales super stars and today I will be sharing the 10 secrets to their sales success.

(No.1 is one of the most important ones)

From the Home office in Star, Mississippi, Here are the

Top 10 Tips To Become A Sales SUPER STAR

10. Set Your OWN Targets – Most W2 salespeople work towards whatever sales target they get set by management. Sales super stars often set their OWN sales targets based not on what the company wants them to earn but what THEY want to earn. (note this is obviously usually higher than their original targets). But they align their goal to their direct motivations and what they want to achieve.  Pro Tip: Work out what YOU want or need to earn each quarter and year and why you want to earn it, and set that as your target.

9. Start Earlier – Almost every sales super star I’ve met with has been one of the first (if not THE first) in the office every day. Why? It allows them to get focused and ready, it allows them to reach prospects & customers earlier when they’re more likely to answer and it allows them to take control of their day, instead of coming in late and fighting a losing battle. Pro Tip – If you’re not an early bird, then PLAN your day ahead. So each afternoon/evening, start setting everything up for the following day so you can hit the ground running.

8. Personalize The Sale – Every single sales super star knows to makes every sale about the customer, not them. It’s not about their product or the salesperson but all about the prospects, their problems and how this will help them. They’ll use names, stories and information that they uncover in research and in the conversation to make everything about them and unique to them.

Pro Tip – Research your prospects to take your personalization to the next level. Utilize things like Facebook, LinkedIn, Google searches, YouTube, podcasts, webinars, dig as deep as you can to make it more about them.

7. Avoid Distractions –Work hard to follow your schedule. Working for yourself can be just as distracting. Now, there is always time for banter and fun, but sales super stars know when to put their head down and work hard. They know when to say no. Their PRIORITY is their job, to sell, to hit their numbers, everything else comes second. Pro tip – Set CLEAR times for selling and sales activities and have a no-distraction rule. Then, have clear break times where you can relax and do other things.

6. Qualify Your Prospects – Sales super stars don’t waste their time trying to sell to anyone, they work hard to find the RIGHT people to sell to. They qualify them to make sure they invest their time in opportunities likely to close.

Pro Tip – Qualify early, during prospecting and initial conversations, and qualify hard. Remember, a non-qualified prospect has a high chance of being a waste of your time and may increase your risk of not hitting your number.

5. LOVE Objections – Sales super stars are happy to deal with objections, they’re confident in their service and they’ve qualified the customer so they’re confident it’s the right solution for them, so the objection isn’t scary. Ok you don’t have to love them, but you need to be happy, prepared and confident in overcoming them. Pro Tip – Write a list of as many objections as you can think (and keep adding to it) and then write down ways to overcome them. Have this list available as and when you need it to help you overcome MORE objections and win more sales.

CLICK HERE (Top 10 Objections When it Comes to Merchant Processing)

4. Use All Tools Available – You’ve got to sell smart to be a sales super star and that means using all available tools. You’ve got to be focused on your mission to help your customer. They don’t just use these tools but they master them, they learn how to use them properly and then practice to find their perfect approach. So many salespeople are stuck using bad CRM’s, bad tools, or worse yet, NO CRM’s or tools. Would Tony Stark be a superhero without the Iron Man armor and technology? No. If you want the best CRM for sales then you need to use Iris, Pipedrive or Hubspot are really good CRM’s.

3. Don’t sell, SOLVE – Too many sales people waste their time selling when sales super stars are just solving problems for people with their solution. They’re not pushing the sale but reminding the customer about the problem and building the value in their solution. This might sound obvious, but so many sellers are just trying to sell products and are not focusing on the problems that they solve. Pro Tip – Don’t forget your prospects might not even realise they have a problem. Show them what OTHER companies are doing that might be more efficient or cost effective. Sometimes you have to educate them on what problems they might have.

2. Don’t Give Up – You need to be so passionate about helping people that you’re willing to work harder than anyone else. Don’t give up at the first hurdle, don’t take their rejections personally, just know that your job is to help show them how helpful your product will be for them. Where I see most sales people giving up, sales super stars actually keep working on the opportunity, they push further and often then win the sale. Pro Tip – Look through any/all of your customer testimonials, recommendations and customer feedback to remind yourself just how helpful you and your service is! That will always give you the boost you need to push through.

And the #1 Tip To Become A Sales SUPER STAR is…

1.They network HARD – It’s not just what you know but WHO you know. The elite sales pros are always networking, whether that’s online, at events, asking for referrals, with key industry professionals, their network is their net WORTH and they are always building it. Pro Tip – Never be afraid to ask for referrals, most people are more than happy to give them. In fact nearly 91% are happy to give referrals, yet just 11% of salespeople actually ask for them.

If you can tap into those 10 areas you have the potential to unlock HUGE sales success. What would YOU add to the list?

Have a great weekend,

David

Yesterday we looked at the 7 signs of curiosity and why it matters.  

Today’s topic is about “Curiosity” When you walk into the business, your reason for doing so should always be out of curiosity, not sales as we discussed yesterday. This probably sounds crazy to some of you, but I always start my opening pitch out of curiosity.  Here a few common ones I use.

“I was driving over to meet with my client Lee at his liquor store, and I realized I have never introduced myself in this business. “or” I am looking for_______ business; are you familiar with them?” (Response: Yes..etc.)

“Great! I am running over there to do a demo of our new smart terminal or doing an install at.  Do you already have one of those?” ( This is great to do if you have an extra terminal handy to show them) This type of “curiosity” for stopping by sets the prospect at ease.

Once I get past this initial “Curiosity or exploratory phase, I try to make the prospect feel great about his or her business.  This is very easy to do if you try. 

Here are some things I might say.
“I am always amazed by local businesses and the story behind them.  I can see you have a solid business established here; can I ask for some free advice?  How did you become an established business owner in the community?”

“I love the way you have the store set up.  How did you come up with this floor layout?”Restaurant: “I have heard some good things about your food.  What is your personal favorite dish here?”

“The atmosphere here really sets this place apart.  I bet you put a lot of work into designing the customer experience.”

Now that the owner is feeling good about me, the time is right to jokingly, apologetically transition into the pitch for what I do.  Here are a few ways that I set up the transition. “Do you mind if I give you the thirty second elevator pitch for my company?” or  “I am always looking to develop new relationships in the local community.  Can I give you my thirty second commercial about what I do?” “I do have one question before I leave my card with you.  Is this a single location business or do you have multiple locations?”   Now is the time to casually and confidently make your pitch.  Here are a few ideas.

The Pitch  – After I share what I do with them I say something like this, “I have found that there are really only two things that matter to business owners when it comes to credit card processing. First is reliability.  You need to know that your money is going to be in your bank account quickly and can’t afford to have your terminal go down in the middle of a busy day.

Second, as long as you have that reliable service, the decision really comes down to service and value.  I never tell business owners they should work with me based on savings alone.  While I know I can provide the reliability and service you need, I have no idea what kind of pricing you are getting.  I wouldn’t want to waste your time by talking about what I can do for you until I have established that it makes sense for you financially.  What I would like to do is simply get a little bit of information from you today.  Then I’d like to schedule a time to come back when I can spend ten minutes reviewing your current costs for processing and see if we can identify any areas for significant value based on the services I can provide.  Does that sound like a reasonable plan?”
Here’s my recommendation, stop trying to close your customer and start focusing on understanding your customer, then the close will come. View every sales conversation as an opportunity for learning. You have the opportunity to learn about your customer. You have the opportunity to learn about your competitors. You have the opportunity to learn about how to become a better salesperson. Always be open to learning. It’s the only way to grow.

“Always be curious” .is the new “ABC”s of sales?

Always be curious will lead you to Always Be Closing.

Happy Selling, 

David

Be curious, not judgmental. Walt Whitman

BARBQUE SAUCE! This is the kind of person and sales professionals you want to be, talking to your prospects, representing yourself  and building out your pipeline. You work hard, you learn, become more efficient, and ultimately solve problems — both for yourselves and for the merchant. Are you curious to discover just how curious you are? No judgements here.

Here are the 7 signs of curiosity, and why they matter in sales. 

1.  You love to learn.
Curious people tend to be avid learners. In the world of sales, learning from what worked and what didn’t in a variety of scenarios is important to continuously refining your process. Whether it’s the style of prospecting you’ve  adopted, the subject line you use in emails, or the script you follow when going through a demonstration, curious salespeople want to experiment, learn, and optimize. Being curious means having an active mind. You’re not satisfied until you learn all you can about your process, and have the requisite data to start doubling down on what works and forgetting about what doesn’t.

2. You live to solve problems.
Every merchant has a need. It’s important to remember that whenever someone enters a sales process, they’re doing it because they want to improve on something. If you’re curious, you love this: You want to know their goals, how they plan to get there, and how you can help.It’s a sign you’re curious if you think about a customer’s success as if it was your own. How do you get them to where they want to be? What strategies can you develop together to bring their goals within reach?

3. Questions don’t scare you.
Curious sales people embrace questions. When approaching someone new, curious people aren’t afraid to ask questions and solicit feedback that they think will make them better. If you can learn from it, you’ll embrace that initial awkward moment and take in the information.The same principle applies when you’re making a sale. Some questions and follow-ups can be awkward. But curious folks don’t shy away. They welcome uncomfortable moments and embrace the idea of learning something new. After some practice, these salespeople  become familiar with the unfamiliar. And this is a huge advantage for anyone in sales, as unfamiliar moments are the rule, not the exception.

4. You’ll talk about anything.
Studies have proven time and time again that maintaining a healthy level of curiosity about different viewpoints enables people to more easily form and maintain social relationships. Curious folks are often above-average listeners and conversationalists.In sales, being a great listener and conversationalist goes a long way. Leading sales reps are no longer cold calling prospects. Instead, they’re offering assistance and building a relationship. They focus on the person they’re connecting with, and talk about what they’re interested in, struggling with, and aspiring to.

5. Virtually nothing bores you.
Curious salespeople are always investigating something new and as a result are constantly building knowledge. No matter the situation, they can find something interesting to explore.In sales, curious salespeople tend to maintain high activity levels and discover interesting facts about their prospects. While others are procrastinating or putting off talking to the “same old” buyers, these  curious salespeople are reading books, and learning new methodologies.

6. You question everything.
Why should you settle? I want to encourage you to create a culture where every practice is questioned.  emphasizes the importance of questions in order for you to “innovate, adapt to change, and maintain an edge in fast-moving, competitive markets.”Curious sales folks aren’t afraid to question old tactics, and this helps them continuously optimize their practices, messaging, and habits.

7.You don’t mind extra hours.
Curious people want to figure stuff out. When something piques their interest, they stick around until they discover more about the issue, or get to the bottom of the problem. And if the resolution won’t be uncovered for an hour or two after 5 p.m. rolls around, curious people settle in for the long haul — with a smile on their face.

Truly curious salespeople are always thinking of new ways to grow themselves as well as the merchants they work so hard to get.
In what ways do you use curiosity to prospect and grow your business?

Happy Selling, 

David

Today I want to focus on asking the right questions.  Let’s suppose you have been talking with a merchant for weeks, and the merchant has an interest in your payment processing services. This also would be a very good merchant for both your portfolio and to have as a referral source.

Next you call the merchant and schedule a meeting with them. You have prepared for every possible question and feel strongly that you fit well with their needs. During the meeting, you get the impression that you are asking the right questions and addressing their needs. During the conversation the merchant suddenly asks, “So, how many employees do you have?”

It seems so random, but you go ahead and answer the question. You may say, well we have 10 or 50, or you may say we have two. The conversation continues with smiles and laughter, and ends on a high note.

But then a week goes by and you hear nothing. You attempt to call the merchant but can only leave a message, and your call is never returned. You call your other contacts but get nothing but voice mail. Your emails are only getting cursory replies. What happened?

If you are like every other merchant services salesperson, you start to replay the meeting with the merchant in your mind to identify what was said and what was shared to try and find a reason why the merchant was suddenly not interested but nothing stands out. In fact, all the questions from the merchant were as generic as the one he asked you about your number of employees.

But, when you think about it, wasn’t the number of employees question a little out of place? Why was that even brought up? Random.. right?

This scenario happens all too often. The sale was lost because you answered the question. Merchants and prospects tend to ask generic questions when trying to garner information about you, your company, and your credit card processing services. In this instance, the true meaning behind the question could have been, “How many people do you have that can help us convert our 20 something locations throughout the southwest?”

Of course, they don’t ask it in that way. It is up to the sales professional to question any question that seems vague or out of place. Yes, that’s right. I am saying you should answer a question with a question.

For example, in this instance you could say, “That’s an interesting question. What brought that up?” You have to clarify the question, drive past the generic facade, and determine the real reason for the question.

A lot of merchants ask questions this way. They are not just random questions, but can trap any merchant services provider into an answer that could cause you to lose the opportunity. In an effort to help, here are several questions I have heard, along with sample responses.

Q. Who does your settlement? 
A. That is an interesting question. Have you had a negative experience with a settlement provider?

Q. What is your equipment preference?
A. It depends on the need. What is your preference?

Q. Where is your office?
A. My office or our corporate office?

Q. What time do we have to batch out? 
A. It depends. Is there a reason why you’re concerned about batch time? Is there something that you have had an issue with before?

Q. What is your service level?
A. That’s a great question. Which types of service are you referring to? Have you had any concerns in the past?

All of these questions seem pretty basic, but questions that use “industry speak” like settlement time or batch time imply that there is more to the question than meets the eye. If they are asking about settlement, they have likely had a problem in the past. If they ask about your batch time, they have likely had a batch miss settlement.

Asking about service levels may imply that they are going to need more assistance then normal.  A commitment to a certain level of service should be determined ahead of time. Always remember “Under promise and over deliver” Never promise something you can’t deliver on.

In each of these cases, the answer provided may be the completely wrong thing to say. So, the simplest solution is that when the merchant asks a question, you should pause for five to ten seconds and ask yourself,

 “Why did they ask that?”

 If the answer doesn’t quickly come to mind, don’t answer until you clarify and get to the root of what the merchant is really looking for.

Tell me, have you ever had an experience where there was more to a merchant’s question than meets the eye?

And how did you respond to it and were you able to eventually sign the merchant?

Happy selling, 

David

Each of us has a past. Some of it is good and, perhaps, a lot of it is bad. Whether we made bad choices in life or circumstances just hit us, we must remember that our past does not equal our future. 

A key principle is knowing to keep a positive attitude, no matter your past. You have plenty of new opportunities within your reach. Your past does not define you. If you find that your past mistakes are wearing you down, it’s time to bury the problems of the past.

Perhaps you have made some bad choices in life or you are living with regrets. Welcome to Life! All of us are in that club in some form or another. Let me encourage you to forgive yourself. Use your past failures as learning experiences. Never make the same mistakes repeatedly and remember that once things happen, they are finished. There is no point in living in situations that you cannot change. Never lose hope and never stop moving ahead. 

You are not what happened to you. You are what you choose to become. There are things that happen in our lives that we do not have control over. Don’t ever let your past define you. You have a choice. You can be a victim or you can choose to have the victory.

The past is gone and it’s time to move forward. Do not look back any more. You are no longer going that way. Your future looks incredible and you’ve been gifted with some wonderful opportunities. You have the talent to make it happen and it’s time to take action and live your dreams. It’s time to get motivated.

Start by setting some small goals. Take it one step at a time. Take a look at your big dream and focus on how you can break your long-term goal into small targets and focus on the one that’s in front of you.

Learn to start appreciating yourself. Celebrate the small victories because they bring you closer to your ultimate goals. Always focus on your positive qualities. Feel good about you and your future.

Your body language is very important also. You can tell a lot about a person based on their body language. Make sure that your body language is that of a confident person. 

As you are moving forward, make sure your surroundings are very positive. Hang out with the winners in life and those that are constantly encouraging you.

You are a winner, and you matter. You have an amazing future ahead of you. Your thoughts must always be uplifting and positive. No more negative self talk. No more living in the past.

Finally, take care of you. I’m talking about your physical health. When you take care of your physical health, you are also taking care of your mental state. Focus on good eating and sleeping habits. To be a high-level performer, you must have energy and you must be healthy. Make yourself a priority.

 The past is behind you and your future looks better than ever. Take advantage of your opportunities. Give it your all and keep marching forward. You will have difficulties and you will overcome them. You are getting ready to live the life of your dreams. Get excited about your life and your goals! Now, go out and achieve them!

This is YOUR time! What a great future you have! 

Happy Selling,

David

Dale Carnegie is the best-selling author of “How to Win Friends and Influence People.” He helped people truly grasp how powerful interpersonal skills and public speaking could be to one’s life.

He was born into poverty in Missouri, and worked as a salesman and actor following his college graduation. Additionally, he began teaching public speaking classes which ended up becoming extremely successful. Carnegie was able to sell advice which if applied, could help people from all ages become successful.

From the Home Office in Maryville, Missouri, Below are The Top 10 Dale Carnegie’s most influential quotes from his book, How to Make Friends and Influence People

10. “A person’s name is to that person the sweetest and most important sound in any language.” – Dale Carnegie

9. “Every successful person loves the game. The chance to prove his worth, to excel, to win.” –Dale Carnegie

8. “Every man I meet is my superior in some way. In that, I learn of him.” – Dale Carnegie

7. “Pay less attention to what men say. Just watch what they do.” – Dale Carnegie

6. “Ask questions instead of giving orders.” – Dale Carnegie

5. “There is only one way to get the best of an argument — and that is to avoid it.” – Dale Carnegie

4. “Happiness doesn’t depend on any external conditions, it is governed by our mental attitude.” – Dale Carnegie

3. “To be interesting, be interested.” – Dale Carnegie

2. “All men have fears, but the brave put down their fears and go forward.” – Dale Carnegie

And the #1 Dale Carnegie’s Most Influential Quotes From “How to Win Friends and Influence People ”is……

1. “Talk to someone about themselves and they’ll listen for hours.” – Dale Carnegie

Which one of these Dale Carnegie quotes resonated most with you and why? Let me know.

Have a great weekend,

David

Tell me if this has happened to you. Your prospect needs what you have to offer, you’ve had what you feel is a very productive sales call and then boom — the prospect hits you with an objection.

The timing of the objection couldn’t be worse, or at least that’s what you thinking, because you thought you would be able to close the sale.

The fact the prospect is throwing out an objection doesn’t need to throw you for a loop.  In fact, it’s great the customer did throw out an objection, because it allows you to demonstrate value and show them even more why what you have makes even more sense.

First thing you need to do when the prospect objects is to make sure they mean what they’re saying.

Surprisingly, many times what the customer says to you is not the real objection. It’s merely what they are saying either because they don’t know how to say what they want to or they just want to throw you off track.

If you don’t know why they said what they did, you will find yourself going down a dark path, resulting in very little opportunity to close the sale.

When a prospect throws out an objection, you need to ask “why?”  This is absolutely critical, because otherwise you will be tempted to take what they said at face value.   Ask why and ask them to explain to you more about what they’re objecting to.

Your goal in asking the prospect more is to allow you to first ensure the objection they said is what they mean, and second to begin breaking it down into smaller pieces you can deal with.

Overcoming the objection occurs when you then link the objection back to a critical need they have.

For example, a prospect may say they don’t like the way dual pricing charges their customers. In asking them to explain, you find out the real issue is not dual pricing but it’s the fear of losing customers . Knowing this, you then can craft your pitch that provides them with options they can handle.

With this example it isn’t that you linked it back to a need they have, rather you linked it to a need they just shared with you.  Either way, you were able to develop a solution.

Overcoming objections is not a show-stopper. Rather, it’s an opportunity to engage the prospect and ultimately close more sales.

Happy Selling,

David

In the world of sales, cold calling remains an ESSENTIAL tool for generating leads and closing deals. 

However, making a successful cold call is no easy feat. It requires skill, strategy, and most importantly, an effective opener to capture the attention of your prospects. 

The first few seconds of a cold call are CRUCIAL, as they determine whether the prospect will engage in a conversation or quickly dismiss the call. In today’s post, we will explore the best cold call openers that can help us salespeople build rapport, establish credibility, and increase their chances of success.

1. Research-Based Openers

The foundation of any successful cold call lies in thorough research. By understanding your prospect’s business, industry, pain points, and goals, you can tailor your opener to resonate with their needs. Research-based openers demonstrate your commitment and knowledge, increasing the likelihood of engaging the prospect. 

Examples of research-based openers include referencing recent news or industry trends, mentioning mutual connections, or highlighting a common challenge your prospect might be facing.

2. Solution-Oriented Openers

Prospects are interested in solutions that can address their pain points and help them achieve their goals. A solution-oriented opener demonstrates that you understand their challenges and have something valuable to offer. These openers focus on the benefits and outcomes your product or service can provide, emphasizing how it can positively impact their business. 

By positioning yourself as a problem solver right from the start, you increase the chances of piquing the prospect’s interest and engaging them in a conversation.

3. Provocative Openers 

Provocative openers are designed to grab the prospect’s attention by challenging their current perspective or offering a thought-provoking statement. By challenging the status quo, you create a knowledge gap that encourages the prospect to listen and engage in a conversation. 

However, it is essential to strike a balance between being provocative and respectful to avoid alienating the prospect. Examples of provocative openers include posing a question that challenges a common assumption in their industry or sharing a surprising statistic related to their business.

4. Personalized Openers

Personalization is key to making a lasting impression on your prospects. When crafting a personalized opener, you demonstrate that you have taken the time to understand their unique situation and challenges. Personalized openers can involve referencing specific information about the prospect’s company, recent achievements, or even their social media activity. 

By establishing a connection and showing genuine interest in their business, you build rapport and increase the likelihood of further conversation.

5. Referral-Based Openers

Referral-based openers leverage the power of social proof to establish credibility and trust with the prospect. When you mention a mutual connection or a satisfied customer who referred you, the prospect is more likely to perceive you as a trusted advisor rather than a salesperson. 

Referral-based openers can be highly effective in grabbing the prospect’s attention and increasing the chances of them being receptive to your pitch.

6. Humorous Openers

Humor can be a powerful tool to break the ice and create a positive initial impression. A well-crafted humorous opener can help you stand out from the crowd and make the prospect more receptive to your call. However, it is important to exercise caution and ensure that your humor is appropriate and aligned with the prospect’s business context. 

A lighthearted joke or a witty remark that relates to their industry can set a positive tone for the conversation and establish rapport.

7. Direct Openers

In certain situations, a direct opener can be effective in conveying your purpose and capturing the prospect’s attention immediately. Direct openers are concise and straightforward, clearly stating the reason for your call. They work best when you have a strong value proposition that directly addresses a known pain point of the prospect. 

By being direct and confident in your approach, you demonstrate your professionalism and respect for the prospect’s time.

Mastering the art of cold call openers is a CRITICAL skill for salespeople. While there is no one-size-fits-all approach, the openers discussed in this guide provide a strong foundation for success. 

Remember, the key to a successful cold call opener lies in TAILORING your approach to your specific prospect and industry. By combining research, personalization, and value proposition, you can capture the attention of your prospects, build rapport, and increase your chances of converting leads into satisfied customers. 

With practice, patience, and a commitment to continuous improvement, you can become a master of the cold call and drive your sales to new heights.

Here are five examples of effective cold calling openers:

1. “Hi [Prospect’s Name], this is [Your Name] from [Your Company]. I wanted to reach out because we’ve been working with several companies in your industry, helping them [specific benefit or solution]. I thought it might be worth discussing how we can potentially do the same for your organization.”
2. “Hello, I hope you’re doing well today. My name is [Your Name], and I represent [Your Company]. We’ve recently developed a [innovative product or service] that has been generating significant results for companies like yours. I’d love to explore if there’s a potential fit and discuss how it could benefit your business.”
3. “Good morning/afternoon, [Prospect’s Name]. My name is [Your Name], and I’m calling from [Your Company]. I noticed that [mention recent news or industry trend] and wanted to connect with you because our company specializes in helping businesses navigate and thrive in this changing landscape. I’d love to explore how our expertise can support your goals.”
4. “Hi, this is [Your Name] calling from [Your Company]. We’ve had the privilege of working with several companies similar to yours, helping them achieve [specific measurable outcome], such as [result or ROI]. I thought it would be valuable to discuss how we might be able to replicate those successes for your organization as well.”
5. “Hello [Prospect’s Name], my name is [Your Name], and I represent [Your Company]. I came across your company’s website and noticed [mention a specific challenge or opportunity they might be facing]. I have some ideas on how we can address those challenges and potentially help you capitalize on the opportunities. Would you be open to discussing this further?”

Remember to tailor these openers to your specific offering, industry, and the prospect you’re contacting. 

It’s also important to demonstrate value and show that you’ve done some research beforehand. Keep the conversation focused on the prospect’s needs and how your solution can address their pain points.

Happy Selling,

David