Power Prospecting by Patrick Henry Hansen

Author:Patrick Henry Hansen
Language: eng
Format: epub
Publisher: Brave Publishing
Published: 2012-04-20T04:00:00+00:00

Pleasantries can provide a natural pause, communicate courtesy, and provide subtle permission to continue when answered positively. However, pleasantries can also come across as “salesy,” phony, and insincere. Used disingenuously, they can also diminish power, tonality, and authority. PHI’s advice is to use pleasantries if they add comfort, cadence, or confidence to your introduction.

Courtesies

Similar to pleasantries, injecting courtesies into the introduction is not without controversy. Many sellers feel comfortable releasing tension early in the sales call by offering prospects an “out.” The rationale behind courtesies is simple; by extending prospects the courtesy of picking the best time to speak, they will be more open and receptive to your call. Some experts teach that by offering prospects the ability to pick a better time to talk, sellers disarm the instinctive propensity to end unsolicited sales calls. Courtesies include:

• Is this a good time to talk?

• Is this a bad time to talk?

• Can you talk?

• Do you have a few minutes?

• Did I catch you at a bad time?

The danger of injecting courtesies is their propensity to solicit an immediate “no” instead of a “yes.” Additionally, courtesies can inadvertently put sellers on the defense. For example, by asking a buyer, “Do you have a few minutes?” buyers often respond by saying, “No, I’m busy right now. What do you have?” This response can put sellers into “data dump” mode.

Communicating Power and Authority

Three important traits of highly successful sales people are confidence, power, and authority. The most impactful attribute you can communicate is confidence. When cold calling, sound authoritative and unapologetic. Your voice and attitude communicates your confidence, power, and authority. A powerful tonality grabs attention and conveys command. Be authoritative. Speak with confidence and know that your tone of voice can impact a prospect’s perception more than the actual words you use.

Projecting power and sounding authoritative is especially important in the first 30 seconds of your introduction.

Sample Introductions

• Hi Mr. Prospect, this is Ayn Rand with ABC Corporation.

• Hi Ms. Jones, my name is John Galt. I’m a consultant with XYZ Company.

• Good morning, this is Dagny Taggart with American Widgets.

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