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. Goodbye.' Good opening: 'I have a small injection moulding shop and I gather you use plastic mouldings. Is that correct?' Response: 'Yes, we do.'
• Bad opening: 'I am calling to see if you need any printing done.' Response: 'No thanks, we don't. Goodbye.' Good opening: 'I am calling about your printing. I believe you send out a catalogue every year. Is that right?' Response: 'Yes, we do.' Follow up with: 'Good, because we specialise in high-quality catalogue work...'