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Effective Selling
4. Creating Interest
4.1 When you open a sale, establish right away that you are not wasting the prospect's time.
- Make it clear you believe there are genuine benefits for the customer.
4.2 It helps to start by asking a series of questions which can only be answered 'Yes'.
This creates a positive momentum and helps you involve the prospect while progressing to the next thing you want to say.
Compare these examples:
- Bad opening: 'I do injection moulding and I want to tell you about my services.' Response: 'I'm sorry, I'm not interested.'
- Good opening: 'I have a small injection moulding shop and I gather you use plastic mouldings. Is that correct?'Response: 'Yes, we do.'
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