There is an opening pitch which works every single time! The right opening pitch is probably the most difficult thing for sales people to create and...
The Call to Action – Opening Pitch That Always Works in Merchant Services – Part 3
Here is the final episode showing you how to craft an opening pitch which works every single time. Don’t miss this chance to learn part three of how I grab the attention of prospects with my opening pitch. Always get the “yes” call to action and be on the way to closing the sale. […]
Here is the final episode showing you how to craft an opening pitch which works every single time. Don’t miss this chance to learn part three of how I grab the attention of prospects with my opening pitch. Always get the “yes” call to action and be on the way to closing the sale. Let’s recap:
- Part One – Sharing honest information about your business. Be honest with your prospect.
- Part Two – Collecting information. If you are brand new, do a survey. If you’ve been longer in the industry, be creative. Ask prospects general questions about their business. Ask questions to which they don’t know the answer. Then you can provide more information.
Read previous blog post here: Collecting Information – Opening Pitch That Always Works in Merchant Services – Part 2 http://bit.ly/2zjk5M7
PART THREE – Call to Action. Ask prospects for something obvious and easy. You want them to do something. Asking them to fill out a survey has already been mentioned. That’s a good example of a simple call to action. Another idea I’ve mentioned is a petition. Here is the crux of this point: When you roll through your pitch, make sure you ask them for something to which they will say “yes.” Part three focuses more on your thinking than me telling you what to say.
Realize that everybody’s market is different. My market in rural Pennsylvania is totally different than the market in New York where I plan to meet some sales people on Monday. Your pitch must be uniquely crafted for your market. The key in every market is asking for something obvious and easy which will consistently receive a “yes” from prospects. Perhaps in Manhattan you might use a one question survey. That might be unobtrusive enough to get the “yes.” In my rural market and with my ten years of experience, I can usually get a statement when I walk in. I phrase my words in a way to build up to the statement. (Google “ccsalespro how to get the statement” to get more detailed information on this.) Prospects in my market hate me if I walk in and take a while to connect. These are two opposite extremes. In Manhattan sales people would be happy to get a “yes” for the one question survey, even though that “yes” isn’t as valuable as the “yes” of acquiring a statement.
For prospects in other markets between the two extremes, use instantquotetool.com. Just ask prospects for their processing volume and total fees, or even just the processing volume. You could say, “Using this tool, I can give you a quote in just a few seconds. All I need is your total volume. I don’t want to know how much you’re paying; you might think I’ve adjusted my price to that information. I have a tool which figures all the cost and everything. I’ll tell you my charge. Then look at your statement to see if you’re getting a better deal than I can offer. Is that fair enough? What is your total volume? How much did you process last month? [Enter information into instantquotetool.] Here’s what I can do. It’s going to be $_____.”
Whatever your market, you MUST get the “yes” call to action! Then you can build on that with your presentation stage and closing the deal. But you want to push the envelope. Try to get the information needed to make a sale but don’t push far enough to get “no.” Give this careful thought. There are many different strategies. Explore some of my episodes on how to get the processing statement for more ideas. You want the “yes” to be as valuable as possible but without the possibility of getting a “no.”
You’ve been honest about your business. You’ve shown a sincere desire to collect information from prospects and understand their business a little better. After this, you must think carefully, “what am I going to ask them to do?” It’s got to be something to which they’re going to say “yes” and push you as far as possible towards the sale.
Today is more of a thinking challenge for you. I’m not going to tell you what to say. You are going to have to figure it out this time!
My name is James Shepherd. Thanks for taking time to read this article. I hope you have an awesome day selling merchant services out in the field.
Collecting Information – Opening Pitch That Always Works in Merchant Services – Part 2 – http://bit.ly/2zjk5M7